Senior Field Sales Manager, SaaS *Remote*

Research & Advisory, US (CCHGroup.com) is part of Wolters Kluwer Tax & Accounting, one of the world's leading providers of tax, accounting and audit information, solutions and services to accounting firms, corporate tax and auditing departments, federal and state government agencies, universities and libraries. Our key solutions include the CCH® AnswerConnect research platform, CCH® Account Research Manager® for GAAP, GAAS, and SEC compliance, and CCH® CPELink for continuing professional education.

About the role

As a Senior Field Sales Manager for Wolters Kluwer Research & Advisory, you will drive profitable sales growth in assigned accounting firms or corporations within a geographic territory in the Eastern or Central Time Zones, meeting or exceeding sales goals. You will report to the Divisional Sales Manager, Research & Advisory – Tax & Accounting North America.

Responsibilities

• Develop deep expertise in the full line of Research & Advisory and Tax & Accounting products, including features, benefits, pricing, value propositions, and competitive positioning.
• Apply the prescribed sales methodology to effectively position products and services, aligning with customer needs and business goals.
• Maintain a healthy sales pipeline by organizing and prioritizing accounts, researching decision-makers, and updating CRM records (Salesforce.com).
• Drive new business development through proactive prospecting, scheduling in-person meetings, attending industry events, and delivering compelling group presentations.
• Retain and expand existing business by engaging with current clients to understand evolving needs and identify upsell or cross-sell opportunities.
• Apply a consultative sales strategy to build strong relationships and deliver tailored solutions.
• Support product development by identifying gaps in current offerings and collaborating with product teams to translate client feedback into actionable specifications.
• Increase market share by targeting competitive accounts and engaging stakeholders at all levels.
• Optimize time and resources by planning and scheduling sales activities efficiently.
• Collaborate across teams to share insights, strategies, and market intelligence.
• Develop and maintain an Annual Business Plan supported by accurate pipeline forecasts, mid-year updates, weekly reports, and quarterly projections.

Requirements

• Bachelor’s degree or equivalent relevant experience.
• 3+ years of B2B sales experience, including formal sales training or internal Wolters Kluwer sales experience.
• Demonstrated success in:
  • Developing and qualifying prospect lists.
  • Consistently meeting or exceeding sales quotas and performance goals.
  • Creating and executing business plans and accurate forecasts.
  • Applying a consultative sales approach to uncover customer needs.
  • Turning networking contacts into viable business opportunities.
  • Delivering effective product presentations, both virtually and in person.

Preferred Qualifications

• Proven success in an inside or virtual sales role.
• 5+ years of B2B sales or account management experience, ideally with on-premise software, SaaS business applications, or information services.
• Recognition for top performance, such as President’s Club, Chairman’s Club, or other sales achievement awards.
• Experience navigating multi-divisional organizations and working across various sales channels.
• Prior sales experience in the Tax & Accounting industry.
• Familiarity with Tax and/or Accounting concepts and terminology.

Skills

• Ability to work independently with minimal supervision.
• Formal sales training (e.g., Challenger Sales or similar methodologies).
• Advanced written and verbal communication skills.
• Strong attention to detail and ability to manage multiple high-priority tasks.
• Comfortable operating in a fast-paced, collaborative, and matrixed environment.
• High level of professionalism, strong work ethic, and commitment to excellence.
• Flexibility to work extended hours when needed.
• Excellent facilitation and influencing skills—able to drive collaboration without requiring consensus.

Schedule

• Up to 10% travel time in territory for client visits and team meetings.
• Minimal overnight travel (1-2 times per quarter).

Pay

Compensation range: $57,400.00 - $98,350.00 USD (base salary). This role is eligible for commission. The range is based on the primary location of the position, with actual offers influenced by skills, experience, and hiring location.

Benefits

• Medical, Dental, & Vision Plans.
• 401(k) retirement plan.
• FSA/HSA and Commuter Benefits.
• Tuition Assistance Plan.
• Vacation and Sick Time.
• Paid Parental Leave.

Full details of benefits are available upon request.