Sales Manager

Full-Time | Remote within the US

Overview

If you're like us, you're tired of having a normal job.

You're looking for something bigger. Something that means more than just a 9-5.

You want to look back at the end of your career and be able to say, “Wow, we really made people's lives better with our work.”

You are self-motivated and self-disciplined and are looking for the freedom that comes from working at home.

If this sounds like you, then you might be one of us.

We're always looking for amazing people to join our team. And this is an opportunity for you to do just that.

We are a growing cybersecurity consulting firm that specializes in Virtual Chief Information Security Officer (vCISO) services exclusively in the banking industry. Basically, that means we help our clients manage cybersecurity as high level, high touch consultants.   We've been in business since early 2015 and have been experiencing solid growth every year since.

This is the opportunity to be a part of building an excellent company in an exciting field.

If cyber security is exciting to you, but feels a little daunting, that's okay. We will teach you our methodology and processes. But to do that, we do require some experience for this position. We're looking for someone that has:

• Minimum 3+ years of B2B sales experience in community banking; preferably in professional services, SaaS, or cybersecurity.
• Proven track record of closing deals ranging from $20k - $100k+ ACV.
• Prior experience mentoring, training, or managing sales development reps is highly desired.

There's a position description below, but to get down to it, this role drives new revenue by closing business, leading the sales team, managing the acquisition process, and overseeing client renewals.

To be successful, this position requires the following skills:

• Driving new client acquisition and recurring revenue growth
• Leading, coaching, and holding the sales team accountable to performance metrics
• Practicing consultative, service-first selling
• Maintaining disciplined pipeline and CRM management
• Communicating and negotiating effectively with executive decision-makers
• Adapting quickly to tools and developing deep industry expertise

And the following intangibles:

• Flexible and adaptable attitude
• Service-minded approach
• Desire and willingness to learn
• Coaching-oriented leader
• High integrity and trust-builder
• Ownership mentality
• Consultative, problem-solving mindset
• Resilient under pressure
• Strong judgment in ambiguity
• Disciplined follow-through

Qualified candidates should submit a PDF resume along with a brief cover letter describing their interest in this position and why they’d be a good fit.

PLEASE: No phone calls

Position Description

Sales Manager

Reports to: CEO 

Designation: Permanent Full Time 

Basis: At-Will 

Location: Remote office (work from home) with frequent travel

Work Schedule: 40-Hour Base; Flexible; Deadline oriented. Schedule will need to align with prospective customers and is likely to vary depending on workload and travel. 

Compensation Structure: $105,000 to $135,000 OTE

Description 

The Sales Manager acts as a "Player/Coach," responsible for driving new revenue growth through two primary channels: personal production (closing new logos) and team leadership (managing and developing the Business Development Associates). This role owns the new business acquisition lifecycle, from prospecting strategy to contract negotiation, while collaborating closely with Service Delivery to ensure technical validation of scopes. Additionally, this role oversees client renewals to ensure retention goals are met.

Requirements 

1. A focus on acquiring new clients and growing monthly recurring revenue.
2. Ability to mentor, coach, and hold junior sales staff accountable to metrics without micromanaging.
3. Service-First Attitude: We are not pushy; we take a consultative approach to solving client problems.
4. Understanding of pipeline management and CRM hygiene (HubSpot).
5. Superior written and verbal skills, capable of negotiating complex contracts with C-level executives.
6. Proficient in Microsoft Office and willing to learn/master MacOS and HubSpot.
7. Eagerness to master our specific domain: Cybersecurity compliance and risk management in banking.

Experience 

• Minimum 3+ years of B2B sales experience in community; preferably in professional services, SaaS, or cybersecurity.
• Proven track record of closing deals ranging from $20k - $100k+ ACV.
• Prior experience mentoring, training, or managing sales development reps is highly desired.

Education 

Bachelor’s degree preferred, but candidates will be primarily considered based on fit, track record of revenue generation, and personality.

Travel 

This position will require frequent overnight travel (60+ nights per year) to attend industry conferences, conduct on-site client visits, and attend internal team meetings.

Non-Disclosure & Non-Compete 

This position requires agreement with and adherence to the following promises:

• Non-disclosure of client information and/or NPI/PII.
• Non-disclosure of sensitive information internal to Bedel Security.
• Non-compete with our Virtual CISO services for 1 year after termination. You won’t be employed by, contracted by, or owner of another entity that either offers or is planning to offer Virtual CISO services for financial institutions. You won’t work for, or contact for solicitation, any Bedel Security clients.

Position Duties 

Sales Leadership

• Establish lead generation culture and processes with a service mindset.
• Conduct weekly pipeline reviews, listen to call recordings, and provide tactical coaching to the Business Development Associate(s) to help them hit their goals.
• Own the Sales Rock Setting and Quarterly Strategic Planning to align revenue targets with company goals.
• Refine the sales playbook, scripts, and HubSpot workflows to increase velocity and conversion rates.
• Provide the CEO with accurate revenue forecasts and reporting on key metrics.
  

New Business Acquisition

• Take lead on new business opportunities, negotiating pricing and contracts to finalize new business.
• Perform ongoing activities to establish new network connections and generate personal pipeline.
• Build and maintain relationships with State Associations to drive referrals and maximize conference ROI.
• Select high-impact conferences to attend and execute the on-site strategy to drive leads.

Client Renewals & Growth

• Oversee the contract renewal process for existing clients to ensure timely signing.
• Maintain a rolling 12-month client retention rate of 95% or higher.
• Where possible, identify and close upsell or cross-sell opportunities during the renewal cycle.

Collaboration & Operations

• Collaborate with the COO (Service Delivery) on final proposals to ensure technical scope and pricing are accurate before closing.
• Define collateral needs and provide feedback to the Marketing team to support sales efforts.
• Adhere to the company travel policy by booking personal flights and hotels for conferences and client meetings in a timely manner.
• Document all activities, deals, and interactions in the CRM platform to ensure data integrity.