Sales Manager (US Remote)

Welcome to Jackrabbit Technologies.

Jackrabbit Technologies is the leading provider of software and services that help youth activity centers -- gymnastics, dance, cheer, swim, music, childcare, and others -- grow and operate efficiently.  We are an entrepreneurial-minded, rapidly growing SaaS company that has been recognized as one of the Best Places to Work in North Carolina and one of North Carolina’s Top Industry-Driven Technology Companies. Jackrabbit Technologies’ SaaS solution powers over 7000 clients in 35 countries around the world.

Our culture empowers YOU. 

We hire people passionate about what they do, provide them with the tools to succeed, and then get out of their way!  Living our vision, mission, and values, our people are what make Jackrabbit Technologies an awesome place to work. And that “awesome place” is virtual--all of our employees enjoy the privilege of working remotely. We always have and always will.  We are interested in speaking to qualified candidates who are U.S. Citizens or Green Card holders with no special circumstances living in the U.S. We are not able to sponsor visas.

What you'll do. 

As Sales Manager, you will lead and develop a high-performing sales team responsible for driving new customer acquisition across both Small and Medium-sized Business (SMB) and Enterprise segments. You will manage Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to effectively generate pipeline, qualify leads, and convert prospects into new clients. Your focus is on net new business development, excluding Private Equity acquisitions and Franchise expansion opportunities, which are managed by the Enterprise Strategic Account Executive.

Lead & Manage Sales Team:

• Oversee and manage the daily activities of Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) across SMB and Enterprise segments
• Set clear goals, KPIs, and performance metrics to measure individual and team success for both market segments
• Provide continuous coaching, mentorship, and performance feedback to drive personal and team development
• Foster a collaborative, high-energy, and results-driven environment that supports both transactional SMB sales and consultative Enterprise sales motions
• Hire, onboard, and evaluate team members to build a world-class sales organization
• Develop sales talent with differentiated coaching for SMB velocity sales and Enterprise relationship-building
  

SMB New Business Development:

• Manage inbound lead flow to ensure timely follow-up, nurturing, and conversion into qualified sales opportunities
• Develop strategies for efficiently prioritizing and handling inbound inquiries from SMB prospects
• Drive high-velocity sales processes focused on efficient conversion and deal closure
• Monitor SMB pipeline health, conversion rates, and sales cycle velocity
• Ensure the sales team executes on established SMB playbooks and talk tracks
• Optimize the SMB sales process for scalability and efficiency
  

Enterprise New Business Development:

• Oversee Enterprise BDR activities, including prospecting, outreach, and qualification of new Enterprise opportunities (excluding PE portfolio companies)
• Manage Enterprise pipeline development for standard Enterprise accounts outside of PE and Franchise segments
• Coach team on complex, consultative sales processes with multiple stakeholders and longer sales cycles
• Lead sales cycles for new Enterprise clients from qualification through close
• Develop Enterprise-specific sales strategies, messaging, and qualification criteria for standard Enterprise opportunities
• Track Enterprise pipeline metrics, including opportunity progression, deal size, and win rates
• Coordinate handoffs to the Enterprise Strategic Account Executive post-sale for ongoing account management
  

Sales Process Optimization & Performance Management:

• Continuously refine and improve sales processes for both SMB and Enterprise segments to maximize conversion and efficiency
• Collaborate with Marketing to align messaging, content, and strategies for lead-generation campaigns across both segments
• Work with Client Success teams to ensure seamless handoffs and strong client onboarding experiences
• Analyze and report on team performance, lead conversion rates, pipeline health, forecast accuracy, and other relevant metrics
• Implement best practices and sales methodologies tailored to the unique needs of SMB and Enterprise new business sales
• Ensure all leads are properly tracked in HubSpot and relevant data is captured for analysis and optimization
  

Strategic Collaboration & Reporting:

• Collaborate with the Director of Sales and Client Success to align on sales goals, territory planning, and pipeline management strategies across both segments
• Regularly report on team performance, lead conversion statistics, forecast accuracy, and potential areas for improvement to senior management
• Partner with the Enterprise Strategic Account Executive to ensure clear handoffs for PE and Franchise opportunities, while maintaining ownership of standard Enterprise new business
• Provide market intelligence and team insights to inform strategic sales decisions
• Represent sales perspective in cross-functional planning and strategy discussions
  
• Travel 25-30% for team meetings, training sessions, and industry events; international travel may be required.

What you're about. 

You are a results-driven sales leader with a passion for developing talent and driving new customer acquisition across diverse market segments. You excel at building high-performing teams, optimizing sales processes, and creating systems that scale. You understand the nuances of both high-velocity SMB sales and complex Enterprise sales motions, and you're skilled at coaching your team to succeed in both. You thrive in a fast-paced environment and are excited to leverage data and technology to drive sales success.

Experience and qualifications

• 4-year college degree or equivalent work experience
• 5+ years of B2B sales/relationship management experience, preferably in SaaS with exposure to both SMB and Enterprise segments
• 3+ years of team management or leadership experience with proven track record of developing sales professionals across different sales motions
• Experience selling SaaS (Software-as-a-Service)/subscription-based products and services to both SMB and Enterprise clients
• Demonstrated success managing both transactional/velocity sales and complex/consultative sales processes
• Proven experience hiring, coaching, and evaluating a team of direct reports with diverse skill sets
• Experience with CRM systems (HubSpot experience a plus)
• Demonstrated ability to analyze sales metrics and implement process improvements across multiple segments
• Valid Visa/Passport required for travel
• The ability to monitor team performance to ensure quality, accuracy, and goal achievement across SMB and Enterprise
• The ability to manage multiple priorities, projects, and team members without becoming overwhelmed

Core Competencies: 

    1.   Demonstrates Self-Awareness - Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.

     2.  Tech Savvy - Anticipating and adopting innovations in business-building digital and technology applications.  

     3.   Develops Talent  - Developing people to meet both their career goals and the organization's goals

     4.   Drives Results - Consistently achieving results, even under tough circumstances

     5.   Communicates Effectively  - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

     6.   Business Insight  - Applying knowledge of business and the marketplace to advance the organization's goals

     7.   Action Oriented  - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

     8.   Builds Network  - Effectively building formal and informal relationship networks inside and outside the organization

     9.   Strategic Mindset  - Balancing short-term execution with long-term strategic thinking across market segments

What you will love about us.

• Our Culture!  
• We work remotely.  We always have - we always will!   
• Our Health and Wellness Benefits.  Medical, Dental, Vision, Flexible Spending, HSA and Dependent Care Accounts. 
• We help you with the unexpected. Company-Paid Disability and Life Insurance. Opportunity to elect Critical Illness and Accident Insurance.  Plus confidential access to legal and life counseling and mental health support available 24/7.   
• Your future looks bright at Jackrabbit. 401(k) with a generous company match, access to financial planning. 
• We pay you to play, rest, recharge and balance your life. Paid Time Off, Paid Parental, Paid Caregiver and Sabbatical leaves. 
• You will grow your skills with us. Annual allowance for professional development.
• We give back. Paid Time to volunteer in your community.
  

Jackrabbit is committed to providing a workplace free from discrimination or harassment. We expect every member of the Jackrabbit team to do their part to cultivate and maintain an environment where everyone has the opportunity to feel included and is afforded the respect and dignity they deserve.

Decisions related to hiring, compensating, training, evaluating performance, or terminating are made fairly, and we provide equal employment opportunities to all qualified candidates and employees. We examine our unconscious biases and take responsibility for always striving to create an inclusive environment that makes every employee and candidate feel welcome.