Sales Manager - National Accounts

Position Overview

The Sales Manager for the National Account team leads sellers responsible for growing and expanding complex employer accounts across the YM Careers Network. This manager focuses on improving rep effectiveness through hands-on coaching, developing deeper discovery skills to uncover additional hiring needs and introduce enhanced recruitment solutions, while also reinforcing prospecting discipline to ensure consistent hunting activity.

Responsibilities

• Strategic Coaching & Development
• Coach reps on deeper discovery to uncover expansion opportunities and additional recruitment solutions
• Reinforce consultative selling skills, value-based conversations, and effective positioning of enhanced offerings
• Develop rep capability in both account growth and outbound prospecting fundamentals
• Conduct regular call reviews and coaching using Gong Pipeline & Forecast Management
• Drive consistent pipeline inspection and deal strategy reviews
• Maintain forecast accuracy and disciplined pipeline management
• Cadence & KPI Management
• Lead weekly team meetings and structured rep 1:1s
• Utilize set daily KPI’s to ensure consistent prospecting activity alongside account growth efforts
• Guide reps in prioritizing expansion opportunities within existing accounts
• Accountability & Performance
• Set and reinforce clear expectations for performance, activity, and execution
• Provide structured coaching and development plans when performance gaps exist
• Foster a culture of accountability, professionalism, and continuous improvement

Qualifications

• 3–5 years of sales management experience in a B2B environment
• Experience leading teams responsible for account growth, renewals, and prospecting
• Strong background in consultative selling and pipeline development
• Proven ability to coach sales fundamentals, discovery, and outbound strategies
• Excellent organizational, communication, and leadership skills
• Willingness to travel up to 10% for trade shows and conferences
• Bachelor’s degree or equivalent professional experience

Technical Skills

• Proficiency in Salesforce or similar CRM platforms
• Experience using sales engagement and coaching tools such as Gong or Salesloft
• Strong working knowledge of Microsoft Office 365 (Word, Excel, PowerPoint, Outlook)