Jackrabbittech
Overview
Jackrabbit Technologies is a leading provider of software and services that help youth activity centers grow and operate efficiently. We are an entrepreneurial-minded, rapidly growing SaaS company recognized as a Best Places to Work in North Carolina. Our SaaS solution powers over 7000 clients in 35 countries and we support a fully remote workforce.
What you’ll do As Sales Manager, you will lead and develop a high-performing sales team responsible for driving new customer acquisition across SMB and Enterprise segments. You will manage Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to 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 (handled by the Enterprise Strategic Account Executive).
Responsibilities
Lead & manage the daily activities of SDRs and BDRs across SMB and Enterprise segments
Set clear goals, KPIs, and performance metrics to measure individual and team success
Provide continuous coaching, mentorship, and performance feedback
Foster a collaborative, high-energy, results-driven environment
Hire, onboard, and evaluate team members to build a world-class sales organization
Develop sales talent with differentiated coaching for SMB velocity and Enterprise relationship-building
SMB New Business Development
Manage inbound lead flow to ensure timely follow-up, nurturing, and conversion
Develop strategies for 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 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
Manage Enterprise pipeline development for standard accounts outside PE and Franchise segments
Coach team on complex, consultative sales processes with multiple stakeholders
Lead sales cycles for new Enterprise clients from qualification through close
Develop Enterprise-specific sales strategies, messaging, and qualification criteria
Track Enterprise pipeline metrics, including progression, deal size, and win rates
Coordinate handoffs to the Enterprise Strategic Account Executive post-sale
Sales Process Optimization & Performance Management
Continuously refine and improve sales processes for SMB and Enterprise to maximize conversion
Collaborate with Marketing to align messaging and campaigns across both segments
Work with Client Success to ensure seamless handoffs and positive onboarding experiences
Analyze and report on team performance, lead conversion, pipeline health, and forecast accuracy
Implement best practices and sales methodologies tailored to SMB and Enterprise needs
Ensure all leads are tracked in HubSpot and data is captured for analysis
Strategic Collaboration & Reporting
Collaborate with the Director of Sales and Client Success to align on goals and pipeline management
Regularly report on performance, conversion statistics, and improvement opportunities to senior management
Partner with the Enterprise Strategic Account Executive to ensure clear handoffs for PE and Franchise opportunities
Provide market intelligence and team insights to inform strategic decisions
Represent sales in cross-functional planning and strategy discussions
Travel 25-30% for team meetings, training, 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.
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 a track record of developing sales professionals
Experience selling SaaS/subscription-based products to both SMB and Enterprise clients
Success managing both transactional/velocity and complex/consultative sales processes
Proven experience hiring, coaching, and evaluating a diverse team
Experience with CRM systems (HubSpot a plus)
Ability to analyze sales metrics and implement process improvements across segments
Valid visa/passport required for travel
Ability to monitor team performance to ensure quality and goal achievement
Ability to manage multiple priorities and projects without becoming overwhelmed
Core Competencies
Demonstrates Self-Awareness
Tech Savvy
Develops Talent
Drives Results
Communicates Effectively
Business Insight
Action Oriented
Builds Network
Strategic Mindset
What you will love about us
Our Culture
Remote work with ongoing opportunities
Health and wellness benefits including Medical, Dental, Vision, FSA, HSA
Company-paid disability and life insurance, with optional critical illness and accident coverage
401(k) with company match and financial planning resources
Paid time off, parental and caregiver leave, and sabbatical opportunities
Annual allowance for professional development
Paid time to volunteer in your community
Jackrabbit is committed to providing a workplace free from discrimination or harassment. We provide equal employment opportunities to all qualified candidates and employees.
#J-18808-Ljbffr
What you’ll do As Sales Manager, you will lead and develop a high-performing sales team responsible for driving new customer acquisition across SMB and Enterprise segments. You will manage Sales Development Representatives (SDRs) and Business Development Representatives (BDRs) to 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 (handled by the Enterprise Strategic Account Executive).
Responsibilities
Lead & manage the daily activities of SDRs and BDRs across SMB and Enterprise segments
Set clear goals, KPIs, and performance metrics to measure individual and team success
Provide continuous coaching, mentorship, and performance feedback
Foster a collaborative, high-energy, results-driven environment
Hire, onboard, and evaluate team members to build a world-class sales organization
Develop sales talent with differentiated coaching for SMB velocity and Enterprise relationship-building
SMB New Business Development
Manage inbound lead flow to ensure timely follow-up, nurturing, and conversion
Develop strategies for 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 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
Manage Enterprise pipeline development for standard accounts outside PE and Franchise segments
Coach team on complex, consultative sales processes with multiple stakeholders
Lead sales cycles for new Enterprise clients from qualification through close
Develop Enterprise-specific sales strategies, messaging, and qualification criteria
Track Enterprise pipeline metrics, including progression, deal size, and win rates
Coordinate handoffs to the Enterprise Strategic Account Executive post-sale
Sales Process Optimization & Performance Management
Continuously refine and improve sales processes for SMB and Enterprise to maximize conversion
Collaborate with Marketing to align messaging and campaigns across both segments
Work with Client Success to ensure seamless handoffs and positive onboarding experiences
Analyze and report on team performance, lead conversion, pipeline health, and forecast accuracy
Implement best practices and sales methodologies tailored to SMB and Enterprise needs
Ensure all leads are tracked in HubSpot and data is captured for analysis
Strategic Collaboration & Reporting
Collaborate with the Director of Sales and Client Success to align on goals and pipeline management
Regularly report on performance, conversion statistics, and improvement opportunities to senior management
Partner with the Enterprise Strategic Account Executive to ensure clear handoffs for PE and Franchise opportunities
Provide market intelligence and team insights to inform strategic decisions
Represent sales in cross-functional planning and strategy discussions
Travel 25-30% for team meetings, training, 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.
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 a track record of developing sales professionals
Experience selling SaaS/subscription-based products to both SMB and Enterprise clients
Success managing both transactional/velocity and complex/consultative sales processes
Proven experience hiring, coaching, and evaluating a diverse team
Experience with CRM systems (HubSpot a plus)
Ability to analyze sales metrics and implement process improvements across segments
Valid visa/passport required for travel
Ability to monitor team performance to ensure quality and goal achievement
Ability to manage multiple priorities and projects without becoming overwhelmed
Core Competencies
Demonstrates Self-Awareness
Tech Savvy
Develops Talent
Drives Results
Communicates Effectively
Business Insight
Action Oriented
Builds Network
Strategic Mindset
What you will love about us
Our Culture
Remote work with ongoing opportunities
Health and wellness benefits including Medical, Dental, Vision, FSA, HSA
Company-paid disability and life insurance, with optional critical illness and accident coverage
401(k) with company match and financial planning resources
Paid time off, parental and caregiver leave, and sabbatical opportunities
Annual allowance for professional development
Paid time to volunteer in your community
Jackrabbit is committed to providing a workplace free from discrimination or harassment. We provide equal employment opportunities to all qualified candidates and employees.
#J-18808-Ljbffr