Sales Manager, SLED

Vari, originally known as VariDesk®, started the standing desk revolution. Now in its 13th year, Vari’s mission is to create workspaces that elevate people. With millions of fans and a complete line of over 400 office furniture products in the market today, Vari is continuing to simplify and disrupt the office furniture industry by pioneering a direct B2B and B2C business model, reimagining how workspaces are defined, designed, and delivered.

About the Role

We are seeking a motivated and experienced Sales Manager to lead and develop our State, Local, & Education (SLED) sales team. This team is responsible for driving revenue growth across State Government, Local Government, K-12 Education, Higher Education, and Non-Profit Organizations nationwide. The ideal candidate is an experienced sales leader with a proven track record of developing successful sales professionals while possessing knowledge of the SLED and/or nonprofit marketplace, including procurement processes, cooperative and contract purchasing, RFP/RFQ management, funding cycles, and target audience messaging.

Responsibilities

• Team Leadership
  • Lead and coach a team of 6-8 sales professionals across various roles and tenure
  • Foster a positive and collaborative team environment
  • Conduct regular one-on-one coaching focused on pipeline strategy, opportunity management, sales skills, and career development
  • Lead by example through customer engagement, strategic account planning, and high-level sales and/or deal strategy/support
  • Recruit, onboard, and develop top sales talent
• Strategy Development
  • Partner with the Sr. Director of Sales to develop sales strategies that drive revenue growth across State Government, Local Government, Higher Education, K-12, and Non-Profit Markets
  • Coach and support the team through complex sales cycles involving multiple stakeholders, procurement requirements, and competitive bid opportunities
  • Guide book of business organization, account prioritization, and pipeline development to maximize growth
  • Analyze sales performance, market trends, and customer insights to refine sales strategies and improve results
• SLED & Nonprofit Market Expertise
  • Serve as the team’s subject matter expert on SLED and nonprofit purchasing
  • Coach sales representatives on:
    • Government procurement processes
    • Cooperative purchasing contracts and compliant purchasing vehicles
    • RFP, RFQ, and bid opportunities
    • Budget cycles and fiscal year planning
    • Public funding sources and grants
    • Stakeholder mapping and consensus-driven sales
  • Maintain a strong understanding of market trends, legislative changes, and purchasing behaviors impacting public sector customers
• Performance & Pipeline Management
  • Monitor individual and team performance through regular business reviews and KPI tracking
  • Provide timely coaching, feedback, and development plans to improve performance
  • Develop and present monthly business reviews highlighting business performance, opportunities, and strategic initiatives
  • Oversee team pipeline management and ensure consistent opportunity progression, healthy pipeline coverage, and data accuracy
  • Prepare and submit accurate monthly forecast for business unit
• Strategic Partnerships
  • Maintain relationships with our external partners across several strategic cooperatives and contracts
  • Coordinate monthly or quarterly touch base meetings to maximize relationships and spend potential
  • Identify areas of additional opportunity

Qualifications

• Minimum 2+ years of successful B2B sales leadership experience. Inside & outside sales experience preferred
• Direct experience selling to State/Local Government, Education and/or Nonprofit organizations is required
• Strong understanding of public sector procurement, cooperative purchasing contracts, budget cycles, and competitive bidding processes
• Demonstrated success leading quota-carrying sales teams in a consultative sales environment
• Proven track record of coaching sales professionals to achieve and exceed revenue goals
• Advanced selling & negotiation skills
• Salesforce or CRM tool experience required
• Excellent verbal and written communication skills are essential
• Experience partnering cross-functionally with Marketing and Sales Operations
• Results oriented, self-motivated, and passionate about developing people and building winning teams

Benefits

• Short-term and long-term incentive plan
• 401k and profit-sharing plan
• On-site gym, spa-like locker room
• Enhanced paternity, maternity, and adoption programs
• Personal and volunteer time off
• Team building events on and off-site
• Mentoring and career development
• Education reimbursement
• Wellness program and insurance premium discounts
• At-home work set-up