Sales Manager - National Account Managers

POSITION OVERVIEW 

The Sales Manager for the National Account team leads sellers responsible for growing and expanding complex employer accounts across the YM Careers Network. 

This manager focuses on improving rep effectiveness through hands-on coaching, developing deeper discovery skills to uncover additional hiring needs and introduce enhanced recruitment solutions, while also reinforcing prospecting discipline to ensure consistent hunting activity. The role maintains high standards for pipeline quality, Salesforce hygiene, and forecasting accuracy. 

RESPONSIBILITIES 

Strategic Coaching & Development 

• Coach reps on deeper discovery to uncover expansion opportunities and additional recruitment solutions 

• Reinforce consultative selling skills, value-based conversations, and effective positioning of enhanced offerings 

• Develop rep capability in both account growth and outbound prospecting fundamentals 

• Conduct regular call reviews and coaching using Gong 

Pipeline & Forecast Management 

• Drive consistent pipeline inspection and deal strategy reviews 

• Ensure accurate opportunity staging, next steps, and risk assessment 

• Maintain forecast accuracy and disciplined pipeline management 

Cadence & KPI Management 

• Lead weekly team meetings and structured rep 1:1s 

• Utilize set daily KPI’s to ensure consistent prospecting activity alongside account growth efforts 

• Guide reps in prioritizing expansion opportunities within existing accounts 

Accountability & Performance 

• Set and reinforce clear expectations for performance, activity, and execution 

• Provide structured coaching and development plans when performance gaps exist 

• Foster a culture of accountability, professionalism, and continuous improvement 
    

SUCCESS INDICATORS 

• National accounts renewing and expanding consistently 

• Growth in multi-product adoption and deal size 

• High levels of prospecting activity across the team 

• Forecast accuracy within established targets 

• Improved discovery quality and solution alignment 

QUALIFICATIONS 

• 3–5 years of sales management experience in a B2B environment 

• Experience leading teams responsible for account growth, renewals, and prospecting 

• Strong background in consultative selling and pipeline development 

• Proven ability to coach sales fundamentals, discovery, and outbound strategies 

• Excellent organizational, communication, and leadership skills 

• Willingness to travel up to 10% for trade shows and conferences 

• Bachelor’s degree or equivalent professional experience 

Technical Skills 

• Proficiency in Salesforce or similar CRM platforms 

• Experience using sales engagement and coaching tools such as Gong or Salesloft 

• Strong working knowledge of Microsoft Office 365 (Word, Excel, PowerPoint, Outlook) 
    

WORK ENVIRONMENT AND FLEXIBILITY 

Enjoy the best of both worlds with our hybrid work schedule. This role is based at our Groton, CT office three days a week with the flexibility to work remotely two days per week. 

ABOUT MOMENTIVE SOFTWARE 

Momentive Software amplifies the impact of over 30,000 purpose-driven organizations in more than 30 countries. Mission-driven organizations and associations rely on Momentive’s cloud-based software and services to engage the people they serve, simplify operations, and grow revenue. Built with reliability at the core and focused on events, careers, fundraising, financials, and operations, Momentive helps organizations strengthen their communities. 
Learn more at momentivesoftware.com. 

ABOUT YM CAREERS NETWORK 

YM Careers Network powers nearly 3,000 association career centers and connects more than one million employers with highly specialized professionals across healthcare, engineering, veterinary medicine, finance, education, legal, and more. We help associations increase non-dues revenue and engagement while giving employers unmatched access to niche, credentialed talent through association job boards. 
Learn more at https://network.ymcareers.com/.