Manager, Sales - OpenLogic

Manager, Sales

Our VP of Sales for OpenLogic at Perforce is searching for a Manager, Sales to join the team. The Manager, Sales at Perforce serves as an accomplished professional in the realm of sales management. This role oversees a team of sales professionals. The team collaborates closely with stakeholders to strategize and execute company-wide sales initiatives, programs, processes, services, and enhancements. This proactive approach includes a focus on ongoing enhancement through data-driven insights and analytics. Manager, Sales actively engages with key stakeholders to plan and implement improvements aimed at bolstering high-performance sales outcomes.

This position will support our OpenLogic brand who provides enterprise-grade technical support, Long-Term Support (LTS), and professional services for over 400 open-source packages. It helps organizations mitigate risks, ensure compliance, and maintain legacy frameworks while fully benefiting from open-source technology.

What You'll Do:

• Revenue Performance
• • Own the annual revenue number across OpenLogic for North America
  • Drive retention in vulnerable product lines and prioritize ARR as a leading indicator
  • Identify and close expansion opportunities within the existing customer base
  • Build and convert qualified new business pipeline into targeted segments
• Sales Leadership & Coaching
• • Set the standard for preparation, product knowledge, and deliberate practice across your team
  • Establish a consistent cadence of call reviews, 1:1's, deal coaching, and skill-building
  • Hold sellers accountable for activity levels, pipeline hygiene, and execution quality
  • Create a culture where reps are expected to know their accounts, their competitors, and their value proposition cold
• Sales Motion & Process
• • Implement a repeatable sales process motion and buyer profile
  • Help build the infrastructure (playbooks, cadences, qualification criteria) to make performance predictable
  • Own your forecast and deliver it with accuracy
• Cross-Functional Alignment
• • Partner with Product to ensure the roadmap reflects commercial priorities and that sellers can articulate differentiated value
  • Partner with Marketing to ensure demand generation, messaging, and enablement are tightly aligned to pipeline goals
  • Coordinate with Technical Support and Professional Services to protect retention and expand accounts
  • Represent the voice of the customer and the field in planning and prioritization

You'll Thrive If:

• 5+ years in enterprise B2B software sales, with at least 3 years in a regional manager or Director-level role carrying a quota or managing quota-carrying teams
• Track record of consistent attainment in mature or competitive markets
• Experience in PE-backed or resource-constrained environments where execution discipline, not headcount, drives results
• Familiarity with the open source, developer tools, and/or adjacent infrastructure software markets is a plus, but not a requirement
• Known as a developer of sellers, not just a manager of results
• Comfortable with direct, specific feedback. Able to give it in a way that improves performance
• Sets high standards for preparation and follow-through, and models those standards personally
• Knows how to hold people accountable without destroying morale
• Reads deals accurately and coach sellers to do the same
• Can prioritize ruthlessly across a portfolio without losing the thread on any individual business
• Lean into ambiguity and build structure where it does not yet exist
• Collaborate effectively with Product and Marketing without expecting them to carry the commercial load
• Communicate with Senior Leadership with clarity

$140,000 - $280,000 a year The base pay range targeted for this role is $130,000 - $140,000 USD. This position is eligible for a Sales Commission Plan.