Outbound Sales Manager, PPC

Job Purpose 

Build and lead a high-performance, technology-driven global outbound sales engine to aggressively grow revenue and dominate the SMB market. This is a transformational role demanding a reimagining of our outbound sales approach. You will have the opportunity to design and implement a new, potentially competing, sales department, leveraging cutting-edge technology, data-driven insights, and innovative strategies to surpass our current performance and establish a new benchmark for sales excellence. This is about building something better, faster, and more effective.

Job Qualifications 

Must-Have Experience:

• 10+ years of progressive sales leadership, consistently exceeding targets in high-growth environments.
• 5+ years as a Director (or equivalent) transforming outbound sales teams, preferably in B2B SaaS or tech-services targeting SMBs. Building or significantly overhauling a sales function is highly desirable. Experience creating a new sales team or department from scratch is a significant plus.
• Proven success building and scaling outbound sales teams globally.
• Deep expertise in high-velocity sales processes for short sales cycles and small deal sizes (SMB).
• 5+ years experience with PPC (Paid Media Marketing)

Essential Skills & Attributes:

• Execution Master: Develop and ruthlessly execute a compelling outbound sales strategy. Ability to “see around corners” and anticipate market trends.
• Data-Driven & Analytical: Leverage data (CRM, sales intelligence, AI) to drive decisions and optimize performance. Build and interpret complex sales dashboards.
• Technology Evangelist: Implement and drive adoption of modern sales technologies (CRM, sales engagement, AI, automation).
• Process Optimization Expert: Design, implement, and continuously improve high-velocity sales processes. (Familiarity with methodologies like MEDDIC, SPIN, Challenger a plus).
• Inspirational Builder & Coach: Build, inspire, coach, and develop a world-class sales team. A “player-coach” who leads by example, including getting on the phone to close deals and demonstrate best practices.
• Change Agent: Drive significant organizational change and overcome resistance.
• Exceptional Communicator: Persuasive communication to executives, teams, and cross-functional stakeholders.
• Relentless Hustler: Unwavering drive to exceed targets; “Get Sh*t Done” attitude.
• SMB Domain Expert: Deep understanding of the SMB market and its unique challenges.
• Creative Innovator: Proven ability to generate and execute original sales strategies that disrupt the status quo and deliver exceptional results. A track record of “thinking outside the box” and challenging conventional sales wisdom is essential.
• Good Manager: Demonstrates fair, consistent, and effective management practices. Fosters a positive and productive work environment. Provides clear direction, constructive feedback, and opportunities for growth.

Job Duties and Responsibilities:

Strategic Leadership

• Develop and execute a global outbound sales strategy to achieve aggressive revenue and market share targets, potentially establishing a new, high-performing sales model for the company.
• Conduct market analysis, competitive intelligence, and identify untapped opportunities.
• Manage the annual sales budget.

Sales Process Excellence

• Design and implement a best-in-class, high-velocity outbound sales process optimized for SMBs. Challenge existing assumptions and develop innovative approaches.
• Continuously iterate and improve the sales process based on data, feedback, and rigorous testing.
• Develop and implement standardized sales methodologies, scripts, and playbooks.
• Implement a robust sales enablement and knowledge transfer program.

Technology Leadership

• Evaluate, select, and implement cutting-edge sales technologies to gain a competitive advantage.
• Drive technology adoption and ensure seamless integration.

Team Building & Development

• Build from the ground up, lead, and mentor a high-performing global outbound sales team.
• Recruit, hire, and onboard top sales talent, seeking individuals who are driven, innovative, and adaptable.
• Develop and implement comprehensive training programs focused on cutting-edge sales techniques and technologies.
• Set clear expectations, provide coaching, and conduct performance reviews. Foster a culture of continuous learning and improvement.
• Implement competitive compensation and incentive plans that reward exceptional performance and innovation.

Performance Management & Reporting

• Establish and monitor key performance indicators (KPIs), benchmarking against both internal and external best practices.
• Generate regular reports on sales performance and provide actionable insights to executive leadership.
• Analyze sales data to identify trends, opportunities, and areas for disruption.
• Implement a robust sales forecasting process.

Cross-Functional Collaboration

• Collaborate with Marketing on integrated campaigns.
• Provide feedback to Product Development based on real-time market insights.
• Work with Customer Success to minimize sales-related churn.

Compliance & Ethics

• Ensure adherence to company policies and ethical standards.
• Maintain strong sales floor control.

411 Locals Core Values:

• Get Sh*t Done, Deliver Results, Own It!
• Directly Communicate, Fiercely Collaborate
• Innovate Always and in All Ways
• Domain Experts, Company Experts
• Growth: Customers, Company, People

Compensation:

• Competitive Base Salary
• Performance-Based Bonus (tied to KPIs, with significant upside potential for exceeding targets and building a successful new sales model.)

Key Performance Indicators (KPIs):

• Revenue Growth: YoY & QoQ Growth, New Business vs. Recurring Revenue, Market Share Growth
• Sales Efficiency: Conversion Rates (detailed stage-by-stage), Average Deal Size, CAC, Sales Cycle Length, Win Rate
• Sales Productivity: Revenue/Rep, Activities/Rep (Dials, Connects, Meetings), Pipeline Coverage Ratio
• Customer Success: CLTV, Sales-Related Churn, NPS (new customers)
• Team Performance: Attrition Rate, Time to Ramp, Quota Achievement, Training Completion, Employee Satisfaction/Engagement
• Process & Quality: QA score, new sales tech adoption, implemented sales initiatives, sales team feedback, Number of Innovative Sales Strategies Implemented and Their Impact