Frequency
Emerges as Teams Expand.
This role shows up when a business grows beyond a handful of sales reps — usually when there are too many deals, people, and moving parts for a VP (or founder) to directly manage. Often the first layer of “sales management” above individual contributors.
Industry Zones
Daily Plan
Directly manage sales reps or team leads (SDRs, AEs, AMs)
Set sales quotas, track pipelines, and run weekly sales meetings
Review and refine the sales process and ensure playbook adoption
Conduct call coaching, deal reviews, and role-play training
Analyze CRM and performance data to identify bottlenecks
Partner with the VP of Sales or CEO to refine strategy
Help close large or complex deals (player/coach mode)
Core Requirements
Strong people management and leadership skills
Excellent coaching and mentoring ability
Deep understanding of sales process and CRM best practices
Analytical and data-driven decision-making
Skilled in pipeline management and forecasting
Bonus: experience introducing new sales tools, scripts, and compensation plans
