Manager, Sales

Summary 

This role is responsible for leading frontline seller execution and quota attainment within assigned segments, ensuring consistent Annual Recurring Revenue (ARR) outcomes through hands-on coaching, disciplined pipeline management, and accurate short-range forecasting. 

This role drives day-to-day sales performance by reinforcing qualification standards, maintaining pipeline hygiene, and developing seller capability within a global SaaS organization serving journalism, media, and communications markets. 

What You'll Do

• Lead a team of quota-carrying sales representatives, establishing clear performance expectations and accountability for individual and team ARR attainment. 

• Own team-level revenue delivery and short-range forecast accuracy, ensuring inspectable forecasts supported by defined qualification standards and documented next steps. 

• Drive disciplined pipeline generation, hygiene, and conversion practices, including daily inspection of opportunity quality, progression, and close confidence. 

• Coach sellers on discovery, qualification, deal strategy, objection handling, and close execution to improve win rates and attainment consistency. 

• Enforce structured opportunity qualification and inspection methodologies (for example, defined deal qualification frameworks) and ensure consistent use of systems of record to maintain data integrity and execution transparency. 

• Provide hands-on deal support and escalation guidance where appropriate, while maintaining accountability for seller ownership of outcomes. 

• Participate in hiring, onboarding, and ramp management activities to build bench strength and improve time-to-productivity for new team members. 

• Identify performance gaps and implement corrective action plans to address underperformance in a timely and structured manner. 

• Reinforce a culture of daily inspection, coaching discipline, and standards-based execution across the team. 

• Perform other duties and responsibilities as required to support business needs. 

What You'll Bring

• Manages experienced, professional employees and/or supervisors; and/or manages large, complex technical and/or business support teams. Accountable for the performance and results of a team and/or department.  

• Interprets and administers policies, processes and procedures that affect direct reports and the workflow of the team/department. Adapts departmental plans and priorities to address resource and operational challenges. Contributes to budget development and performance standards of department and direct reports.  

• Assignments are defined in the form of objectives. Decisions are guided by policies, procedures, business plans and independent judgment.  

• Collaborates with team(s), customers/ clients, functional peer group managers and occasionally senior management. Participates and presents at meetings with internal and external representatives.  

• Decisions may have an impact on work processes and outcomes. Erroneous decisions or recommendations may result in serious delays and considerable expenditure of additional time, people and/or financial resources. 

Qualifications 

• Typical experience: 8+ years in related role or experience including 2+ years in management. 

• Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience. 

• Demonstrated experience leading quota-carrying sales professionals within a subscription-based or recurring-revenue environment. 

• Strong understanding of pipeline management, qualification standards, and forecast methodology at the individual representative level. 

• Proven ability to coach sales professionals to improve discovery, qualification, negotiation, and close effectiveness. 

• Ability to analyze performance metrics, pipeline data, and forecast trends to drive informed decisions and corrective actions. 

• Experience reinforcing structured sales methodologies and ensuring adherence to defined operating standards. 

• Strong communication and feedback skills, with the ability to hold individuals accountable while fostering development and engagement. 

• Demonstrated ability to collaborate cross-functionally with Revenue Operations, Marketing, Solutions Consulting, and Customer Success partners. 

What You'll Offer

• Education: First-level and/or advanced university degree preferred. 

• Experience within a global SaaS organization serving journalism, media, communications, or data-driven industries. 

• Familiarity with enterprise CRM systems and structured sales enablement tools used to support qualification rigor and forecast accuracy. 

• Experience leading teams across Commercial, SMB, or similar high-volume sales environments. 

• Formal leadership development or sales management training experience. 

Working Conditions & Physical Demands 

This position requires the ability to remain in a stationary position for extended periods and involves frequent use of a computer and other standard office equipment. It also requires effective communication in person and through digital channels, occasional movement within the workspace, and handling of light materials (typically under 10 pounds). Specific vision abilities include close vision and the ability to adjust focus. It may be performed in an office, remote, or hybrid work environment, depending on business needs and applicable work arrangements. Standard working hours apply, though flexibility may be required to accommodate deadlines or collaboration across time zones. Travel may be required depending on business needs. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions. 

Title Regulations Statement: The use of the title “Manager or Director” as a suffix in job title reflects functional or project responsibility and does not indicate people management or supervisory responsibilities. The role is classified as an individual contributor position. The title aligns with internal job architecture and may not imply managerial status as defined under local labor or employment regulations. 

Cision, Inc. "the Company" only communicates with candidates and extends job offers through direct channels, not third parties.