Manager, Sales for Manufacturing and Quality

The Sales Manager for Manufacturing and Quality is responsible for leading and owning new logo bookings performance for our Manufacturing and Quality portfolio. Reporting to the SVP, Sales, this role carries full accountability for quota attainment, pipeline generation, territory execution, and forecast accuracy. You will lead an integrated outbound motion across Account Executives (AEs) and Business Development Representatives (BDRs) to build predictable pipeline and close net-new customers.

Business Outcomes

• Deliver consistent monthly and quarterly new logo bookings performance, with high forecast accuracy
• Build a predictable, high-quality pipeline engine (BDR + AE aligned) that supports sustained growth
• Improve conversion and productivity through MEDDPICC discipline, operating cadence, and AI-enabled execution

Key Responsibilities

Revenue Ownership & Performance Accountability

• Own and deliver monthly/quarterly new logo bookings targets for the Manufacturing and Quality outside sales team
• Maintain accurate weekly forecasting and enforce pipeline discipline through structured deal inspection
• Establish performance standards across AEs/BDRs and manage underperformance decisively

Sales Structure & Motion Leadership

• Lead a defined outbound acquisition motion with clear roles: BDRs generate qualified pipeline; AEs progress/close deals.
• Ensure territory and activity execution aligns to ICP focus, target account strategy, and competitive displacement plays.
• Partner with RevOps on territory coverage, quota allocation, and pipeline health metrics to improve predictability.

Pipeline Generation & Outbound Excellence

• Set standards for messaging, sequencing, meeting quality, and qualification to improve top-of-funnel conversion.
• Drive consistent AE/BDR handoffs that produce well-qualified opportunities and efficient stage progression.
• Use performance data to identify bottlenecks and implement targeted improvements in activity-to-pipeline yield.

Prospect Engagement (New Logo Only)

• Coach discovery excellence to connect prospect pain to measurable outcomes and differentiated value.
• Join critical prospect interactions to accelerate progress, strengthen executive alignment, and support negotiation strategy.
• Ensure Sales Engineering execution (demos, proof points, technical validation) aligns to MEDDPICC needs and close plans.

Operational Rigor & Cross-Functional Execution

• Run a disciplined operating cadence (pipeline reviews, deal reviews, skills coaching) with strong CRM hygiene.
• Ensure clean post-close handoff from AE to AM/SAM (stakeholders, success criteria, scope/expectations, risks, timeline) to enable smooth onboarding.
• Leverage technology—including AI tools where appropriate—to accelerate analysis and documentation, while maintaining strong controls and validation.

AI-Enabled Selling & Market Positioning

• Champion AI-enabled selling practices to improve prospecting efficiency, pipeline analysis, and forecasting accuracy.
• Ensure the team credibly positions Advantive’s AI capabilities in prospect conversations and value narratives.
• Drive adoption of modern selling tools and continuous improvement in sales productivity and effectiveness.

Competencies

Behavioral Competencies

• Communication: Clear, persuasive communicator—strong in written and verbal storytelling, value articulation, and coaching others to deliver crisp messages to prospects and internal stakeholders.
• Relationship Building (Prospect-Centric): Establishes credibility and trust with prospective buyers and economic stakeholders; teaches the team how to build executive alignment across multi-stakeholder buying groups.
• Team Collaboration & Internal Orchestration: Owns the internal ecosystem required to win—aligns BDRs, Sales Engineering, Marketing, RevOps, Product, and AM/SAM for a cohesive prospect experience and fast deal execution.
• Sales Coaching: Elevates performance through call coaching, deal strategy, MEDDPICC inspection, and consistent skill development across AEs and BDRs; reinforces accountability and raises the bar on execution quality.
• Executive Presence: Engages credibly with senior buyers and internal leaders; commands complex conversations, aligns stakeholders, and drives decisive outcomes

Functional Competencies

• New Logo Acquisition Leadership: Builds repeatable outbound motions that consistently create qualified pipeline and close net-new customers; drives competitive displacement and maintains clear ICP focus
• Analytical Skills: Uses data to diagnose funnel bottlenecks, improve conversion, and increase productivity; translates insights into specific coaching actions and operating changes
• Forecasting Discipline: Maintains accurate forecasts through evidence-based deal validation, strong CRM hygiene, risk identification, and consistent inspection cadence
• Operational Excellence: Builds rigorous operating rhythms (pipeline reviews, deal reviews, performance readouts) and enforces standards that improve predictability and execution quality
• Forward Sales Leadership: Integrates AI tools into prospecting, research, pipeline analysis, and forecasting to drive productivity gains—while maintaining strong controls and validation.

Qualifications

• 5+ years of complex B2B software/SaaS sales experience, with significant new logo (hunting) responsibility; experience selling into manufacturing and/or quality markets preferred
• 3+ years of people management experience leading quota-carrying sellers and/or BDR teams (preferred), including hiring, coaching, and performance management
• Proven track record leading teams to achieve and exceed monthly/quarterly new logo bookings targets in a multi-solution, multi-product selling environment
• Demonstrated capability running disciplined outbound pipeline generation (ICP targeting, prospecting motions, conversion improvement) and coaching teams to improve meeting and opportunity quality
• Strong command of enterprise buying processes and complex deal execution, including multi-stakeholder deals, value-based selling, negotiation, and MEDDPICC qualification
• Proficient in CRM systems, pipeline management, and forecasting; known for maintaining data quality, inspection cadence, and forecast accuracy
• Excellent written and oral presentation skills, with the ability to engage and demonstrate value to stakeholders from mid-manager to C-level
• Comprehensive understanding of the full sales cycle from prospecting through close, with strong problem-solving and consultative selling skills
• Willingness to travel up to 30%.