Position Overview

This is not a desk management role. This is a hands-on, in-the-field leadership position responsible for recruiting, training, developing, and leading a team of Business Development Representatives through daily ride-along, prospecting activity, live coaching, and accountability management.

The ideal candidate is a proven sales leader who thrives in the field, enjoys building people, and leads from the front. This individual will spend the majority of their time alongside reps in real-world selling environments, helping drive appointments, pipeline growth, prospecting activity, and overall team performance.

This role requires strong leadership, daily accountability, coaching ability, and a passion for developing winning sales habits within a growing MSP technology organization.

Key Responsibilities

Leadership & Team Development

• Recruit, interview, hire, and onboard new Business Development Representatives
• Develop structured training programs for prospecting, appointment setting, networking, and field sales
• Conduct daily field coaching and ride-alongs with BDRs
• Provide real-time sales coaching during prospect meetings, cold calls, and networking activities
• Mentor reps on professionalism, communication, confidence, and sales process execution
• Create a culture of accountability, energy, urgency, and continuous improvement

Field Sales Management

• Work directly in the field with representatives daily
• Assist reps with door-to-door prospecting, networking events, and business outreach efforts
• Help develop territories and prospecting strategies
• Monitor daily activity levels including:
• • Cold calls
  • Business visits
  • Appointments set
  • Meetings completed
  • Opportunities created
  • Pipeline growth
• Lead by example through active prospecting and relationship building

Performance Management

• Hold regular one-on-one coaching sessions
• Track KPI performance and sales metrics
• Develop performance improvement plans when necessary
• Assist with territory planning and sales execution strategies
• Ensure CRM activity and reporting are accurate and up to date
• Drive team consistency and execution standards

Collaboration

• Work closely with company leadership, marketing, and technical teams
• Assist in refining messaging, outreach campaigns, and lead-generation initiatives
• Participate in strategic growth planning and market expansion initiatives

Qualifications

• 5+ years of B2B sales experience, preferably in MSP, technology, telecommunications, cybersecurity, or related industries
• Previous sales leadership or sales training experience preferred
• Proven ability to recruit, coach, and motivate sales professionals
• Strong field sales and prospecting experience
• Comfortable leading from the front in outside sales environments
• Excellent communication and interpersonal skills
• Strong organizational and accountability management abilities
• Experience using CRM systems and sales tracking tools
• Valid driver’s license and ability to travel locally throughout assigned territory

What Success Looks Like

• Consistent team prospecting activity
• Increased appointment generation
• Improved BDR confidence and professionalism
• Strong pipeline growth
• High accountability culture
• Rep development and retention
• Revenue growth through disciplined field execution

Compensation & Benefits

• Competitive base salary
• Performance-based bonus opportunities
• Commission and override opportunities
• Career advancement opportunities within a rapidly growing MSP organization
• Technology and sales support tools provided

Work Environment

This is a highly active, field-based leadership role. The Sales Manager is expected to work directly alongside Business Development Representatives in prospecting environments daily and play a hands-on role in developing team performance and company growth.

If you are a motivated sales leader who enjoys building teams, developing people, and driving growth through field execution, we would love to speak with you.

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