Senior Manager/Manager - Sales - B2B SaaS - US Market

Senior Manager - Sales | B2B SaaS | US MarketLocation: Gurgaon (Work from Office)

Department: Revenue / Inside Sales

Reporting To: Head-Sales

Work Timings: US business hours (6pm to 3 am), with required India overlap

Team Size: 8 - 10 Account Executives

Role Overview:

We are looking for a highly analytical and execution-oriented Senior Manager - Sales to lead a team of Account Executives responsible for driving revenue growth in the US market.

This role combines frontline sales leadership, revenue ownership, team development and strategic problem-solving. The individual will be responsible for managing a sales pod, driving quota attainment across multiple products, improving sales productivity and building scalable sales processes.

The ideal candidate brings a blend of B2B SaaS operating experience, strong commercial acumen, analytical rigour and hands-on sales leadership, with the ability to translate data-driven insights into measurable business outcomes.

Key Responsibilities:1. Sales Leadership & Revenue Ownership:

• Own the sales quota, revenue targets and overall performance of a team of 8 - 10 Account Executives.

• Drive new customer acquisition, account expansion, cross-selling and upselling across the product portfolio.

• Build and manage a predictable sales pipeline, ensuring accurate forecasting and consistent achievement of quarterly targets.

• Participate in key customer conversations, support deal closures and lead by example through hands-on selling.

• Drive sales execution through structured reviews, clear performance metrics and accountability.

2. Team Management & Productivity:

• Lead, coach and develop a team of Account Executives, driving individual and collective performance.

• Own hiring, onboarding, training and ramp-up of new sales team members.

• Establish structured coaching mechanisms, including call reviews, regular one-on-ones and performance improvement plans.

• Identify productivity gaps at an individual level and implement targeted interventions to improve conversion, deal size and sales effectiveness.

• Build a high-performance culture focused on ownership, discipline, continuous learning and results.

3. Sales Strategy & Revenue Optimization:

• Analyse sales funnel metrics, conversion rates, average deal size, sales cycle and pipeline sources to identify growth opportunities.

• Develop a data-backed understanding of customer segmentation, territory coverage and account prioritization.

• Drive cross-sell and product attach strategies to increase revenue per customer and improve account penetration.

• Improve lead qualification, sales processes and discount discipline to drive better conversion and revenue realization.

• Build business models around sales capacity, hiring requirements, rep productivity and unit economics to support revenue planning.

4. Sales Analytics & Process Excellence:

• Develop and maintain a robust sales operating cadence, including pipeline reviews, forecasting and performance dashboards.

• Ensure consistent CRM usage, pipeline hygiene, sales-stage definitions and reporting discipline.

• Use data and customer insights to identify bottlenecks and develop actionable solutions to improve sales outcomes.

• Translate business problems into structured analyses, test hypotheses and implement solutions that can be scaled across sales teams.

• Partner with Revenue Operations to strengthen sales processes, reporting frameworks and productivity measurement.

5. Cross-functional Collaboration:

• Work closely with the Chief Revenue Officer on revenue planning, sales performance and strategic growth initiatives.

• Collaborate with Sales Development, Marketing, Revenue Operations, Product Marketing and Customer Success to improve the end-to-end sales funnel.

• Ensure seamless customer handovers and alignment between sales commitments, onboarding and customer expectations.

• Drive cross-functional initiatives that improve customer acquisition, retention, expansion and overall revenue performance.

Desired Candidate Profile:

• 7 - 12 years of overall experience, with relevant experience in B2B SaaS, technology or other high-growth, sales-driven businesses.

• Demonstrated experience in sales leadership, team management, revenue ownership and achievement of sales targets.

• Strong understanding of B2B sales processes, pipeline management, forecasting, customer acquisition and account expansion.

• Experience managing or selling into the US market is highly desirable.

• Strong analytical and problem-solving skills, with the ability to independently build and interpret business models, sales dashboards and productivity metrics.

• Proven ability to translate data and insights into practical sales strategies and measurable business outcomes.

• Experience in hiring, coaching, onboarding and scaling sales teams.

• Strong communication, stakeholder management and influencing skills.

• Comfortable working in a fast-paced, high-growth environment with significant ownership and accountability.

• Willingness to work US-aligned hours and engage directly with customers and sales teams.

Preferred Background:

• Experience in B2B SaaS, AI-led technology, enterprise software or technology-enabled solutions.

• Experience selling to US customers, particularly SMBs or mid-market businesses.

• Exposure to both frontline sales execution and strategic revenue or sales operations initiatives.

• Experience in a high-growth startup or scaling business environment.

• Consulting experience combined with hands-on operating experience in a revenue, sales strategy, business operations or general management role may be an added advantage.

Key Competencies:

• Revenue ownership and commercial acumen

• Data-driven decision-making

• Sales execution and team leadership

• Structured problem-solving

• Pipeline management and forecasting

• Coaching and performance management

• Cross-functional collaboration

• High ownership and execution discipline