Sr Manager, Sales | Retail

Sr Manager Sales | Retail

The Sr Manager, Sales leads an enterprise software sales team responsible for growing revenue, retaining customers, and expanding adoption across a large installed customer base in North America. This role sets the team’s commercial direction, translates business trends and customer insight into territory strategy, and builds a repeatable operating rhythm for account planning, pipeline creation, forecasting, renewals, migrations, and expansion. The Sr Manager is accountable for an annual team quota and develops a high-performing team through coaching, clear performance expectations, talent development, and close partnership with Customer Success, Services, Product, Marketing, Finance, and Operations.
What you will be doing:

-
Lead, coach, and develop a sales team to achieve the annual operating plan, team quota, customer retention goals, and assigned performance indicators.

-
Build and execute an install-base growth strategy that increases customer value through renewals, cross-sell, upsell, product adoption, migrations, and expansion into additional business units or subsidiaries.

-
Own territory and account planning, including segmentation, whitespace analysis, executive engagement plans, opportunity prioritization, and coordinated action plans for at-risk customers.

-
Establish a disciplined operating cadence for pipeline reviews, business reviews, forecast calls, deal strategy, and inspection of customer satisfaction, attrition, adoption, and migration metrics.

-
Generate accurate monthly and quarterly forecasts; assess risk and upside, communicate assumptions clearly, and make timely adjustments to coverage, resources, and priorities.

-
Coach direct reports through complex enterprise sales cycles, negotiations, pricing and concession decisions, executive presentations, escalations, and multi-stakeholder buying processes.

-
Partner cross-functionally with Customer Success, Services, Product, Marketing, Finance, and Revenue Operations to remove barriers, improve the customer experience, and maximize recurring revenue.

-
Hire, onboard, and manage talent; set expectations, conduct performance management, support development plans, and build a succession-ready team culture grounded in accountability, collaboration, and continuous improvement.

-
Manage assigned budget responsibilities and ensure sales programs, customer engagements, and operational plans are executed effectively within company policies and available resources.

What you will likely bring:

-
Advanced knowledge of enterprise software and SaaS sales, including recurring-revenue economics, customer lifecycle management, install-base expansion, renewals, migrations, and adoption-led growth. Specially in the retail industry

-
Strong strategic and commercial judgment; able to translate customer needs, market trends, competitive intelligence, and business data into actionable account and territory plans.

-
Demonstrated ability to lead complex negotiations involving pricing, concessions, terms and conditions, procurement, legal, security, finance, and executive stakeholders.

-
Proficient in sales forecasting, CRM discipline, pipeline analytics, quota and KPI management, and using data to diagnose performance and allocate resources.

-
Effective people leadership, executive communication, presentation, conflict resolution, and cross-functional influence skills; able to operate with ownership and agility in a changing environment.

What will set you apart:

-
10+ years of progressive sales experience with demonstrated success in the software industry; SaaS experience required.

-
5+ years of experience managing and developing sales employees, including hiring, coaching, performance management, and team operating cadence.

-
Experience leading an annual sales or bookings quota of at least $2M in a high-volume business; typical scope for this role is approximately $5M in SaaS bookings.

-
4+ years of specialized