Sales Manager, Performance & Operations – USA

About the role

CarCutter, the industry's leading AI-powered vehicle merchandising solution, is seeking a Sales Manager, Performance & Operations to lead our US sales organization. The US is CarCutter's largest market and a critical growth driver. This role focuses on bringing structure, visibility, accountability, and operational discipline to a team of experienced Account Executives. The ideal candidate combines strong people management with a highly analytical, operational mindset, using data to drive consistent sales performance.

Location: USA – Fully Remote

Responsibilities

• Sales Performance & Accountability
  • Own the US sales performance scorecard and establish clear, measurable expectations for every Account Executive (AE).
  • Monitor key indicators including pipeline creation, coverage, conversion, opportunity aging, win rates, sales cycle, forecast accuracy, and quota attainment.
  • Build and maintain clear dashboards providing visibility by AE, territory, and funnel stage.
  • Identify performance risks early and diagnose whether gaps are driven by pipeline, conversion, activity, territory, or execution.
  • Translate findings into clear corrective actions with owners, deadlines, and measurable outcomes.
  • Maintain clear performance plans where required and ensure consistent follow-through.
  • Provide Sales leadership with a reliable view of performance, risks, and actions.
• Pipeline, Forecasting & Sales Discipline
  • Own the weekly operating rhythm of the US sales team, including structured 1:1s, pipeline reviews, forecast calls, and performance meetings.
  • Maintain high standards of CRM hygiene and ensure pipeline data accurately reflects commercial reality.
  • Ensure sufficient pipeline coverage and identify future gaps before they affect results.
  • Monitor stalled opportunities, aging, stage progression, and close-date movement.
  • Improve forecasting consistency and accuracy.
  • Build simple, repeatable processes that improve execution without creating unnecessary bureaucracy.
  • Report up to the VP of Sales and collaborate to ensure the best outcomes.
• Territory & Capacity Management
  • Review territory and account allocation across the US as needed.
  • Analyze territory productivity, whitespace, and account coverage.
  • Ensure clear ownership of prospects, dealership groups, and strategic accounts.
  • Help the team prioritize accounts and opportunities with the greatest commercial potential.
  • Identify capacity or coverage gaps and anticipate future hiring needs.
  • Assist the team in building clear outreach strategies and ensure they have the resources to maintain their pipelines.
• Lead & Develop the Team
  • Manage and develop a remote team of 10–12 experienced Account Executives.
  • Set clear expectations and hold team members accountable for delivering against them.
  • Coach AEs based on identified performance gaps using CRM data, pipeline analysis, call reviews, and opportunity inspection.
  • Identify underperformance early and establish clear action plans.
  • Scale successful behaviors and best practices across the wider team.
  • Build a culture of accountability, transparency, and continuous improvement.
• Cross-Functional Leadership
  • Act as the operational owner of US Sales performance.
  • Partner with Revenue Operations on systems, reporting, and CRM improvements while owning the day-to-day interpretation and application of sales data.
  • Work closely with Marketing on pipeline-generation initiatives, target accounts, and campaign performance.
  • Collaborate with Customer Success on handoffs and expansion opportunities.
  • Work with Product to communicate market feedback, competitive insights, and customer needs.
• Strategic Deal Support
  • Support AEs on selected strategic opportunities where management involvement can materially improve outcomes.
  • Help structure account strategies, deal reviews, and negotiations when required.
  • Enable the team to close deals rather than becoming the primary closer.

What Success Looks Like

• Within your first six months:
  • Every AE understands their targets, leading indicators, and performance expectations.
  • Pipeline and forecasts are reliable and consistently maintained.
  • Performance gaps are identified early rather than after a missed quarter.
  • Territories and accounts have clear ownership and measurable coverage.
  • Underperformance leads to clear corrective actions and consistent follow-through.
  • Sales leadership has a clear view of where the team stands, where risks exist, and what is being done about them.
• At any point, you should be able to explain where performance is off track, why, and what the team is doing to correct it.

Requirements

• 5+ years of B2B sales experience, ideally in SaaS or technology.
• 2+ years managing Account Executives or a similar quota-carrying sales team.
• Experience managing a distributed or remote sales organization.
• Strong analytical skills and experience diagnosing sales performance using CRM and funnel data.
• Advanced comfort with CRM (HubSpot) reporting, spreadsheets, and sales dashboards.
• A strong understanding of pipeline coverage, funnel conversion, and forecasting.
• Experience building or managing sales scorecards and performance indicators.
• Demonstrated ability to identify root causes behind underperformance and turn analysis into action.
• Strong performance-management skills and the ability to hold experienced salespeople accountable.
• Excellent CRM (HubSpot) and forecasting discipline.
• Strong organizational skills and a bias toward follow-through.
• Experience with B2B SaaS sales cycles involving multiple stakeholders.
• Strong communication and cross-functional collaboration skills.

Nice to Have

• Automotive or automotive technology experience.
• Experience in a fast-growing SaaS company or scale-up.
• Experience using HubSpot, Salesforce, Looker, Power BI, Tableau, or similar tools.
• Experience working closely with Revenue Operations or Sales Operations.

Automotive expertise is a plus but not mandatory, as the team already has strong industry knowledge.

Benefits

• The opportunity to lead an established US sales team in one of CarCutter's largest markets.
• A leadership role combining people management, sales operations, analytics, and performance management.
• Significant ownership and autonomy.
• A fast-growing international environment at the intersection of AI, SaaS, and automotive technology.
• Competitive compensation including a performance-based variable component.
• A fully remote position within the US.