Sales Manager, Supplier Sales - New Business

Thomas, a Xometry company, is a leading digital marketing and supplier discovery platform for North American manufacturing. For nearly 130 years, Thomas has connected industrial buyers and suppliers through trusted data, content, and technology. Today, Thomasnet.com continues to be the go-to resource for supplier discovery and product sourcing, while our digital marketing solutions help manufacturers grow their online presence, generate leads, and win new business in an increasingly digital supply chain.

The Sales Manager leads a team of Business Development Executives responsible for full cycle new logo acquisition. This role combines strategic leadership, data-driven performance management, and hands-on coaching to ensure the team meets and exceeds revenue goals.

You’ll play a key role in shaping sales execution, collaborating across departments, and maintaining a culture of accountability, learning, and results.

Responsibilities:

Lead a High-Performing Team

• Recruit, hire, and develop a talented team of Business Development Executives who excel at high velocity new business acquisition.
• Establish clear expectations, coach for improvement, and foster a culture of ownership and high performance.

Drive Results & Manage Performance

• Set and manage sales quotas, ensuring consistent attainment of monthly and quarterly goals.
• Maintain a structured 1:1 and team coaching cadence to review pipeline health, deal strategy, and skill development.
• Identify performance gaps early and take action through coaching plans, training, and PIPs where needed.

Optimize Sales Operations

• Partner closely with Sales Operations, Marketing, and Campaign Management to streamline handoffs, improve processes, and enhance conversion rates.
• Ensure CRM (Salesforce) hygiene and full adoption of sales tools for pipeline management and forecasting accuracy.

Inspire and Motivate

• Maintain high morale and momentum through clear communication, recognition, and accountability.
• Share best practices, run performance contests, and build team engagement around key initiatives.

Report and Forecast

• Track, analyze, and present key sales metrics to senior leadership, using insights to guide strategy and resource allocation.
• Monitor market trends and customer feedback to identify emerging risks and opportunities.

Customer and Market Expertise

• Develop a deep understanding of target customer segments, industry dynamics, and competitive positioning.
• Coach the team on how to align Thomas’ solutions with customer needs and communicate measurable ROI.

Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience)
• 6+ years of B2B sales experience, including 2+ years leading a team or managing a sales pod
• Proven success driving outbound sales and full-cycle new business acquisition
• Experience selling digital marketing, advertising, or SaaS solutions preferred
• Strong business acumen, analytical mindset, and CRM fluency (Salesforce required)
• Demonstrated ability to coach, motivate, and develop sales talent in a fast-paced, evolving environment
• Clear, confident communicator who thrives in a goal-driven culture and leads by example
• Ability to work onsite 3 days a week

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