Sales Manager

Based in Washington, D.C., Quorum is a fast-growing software company and is the leading provider of workflow software and information services for government affairs professionals across the corporations, non-profits, associations, and governmental end-markets.  Quorum allows users to manage stakeholder engagement, launch grassroots advocacy campaigns, and track legislative activity at all levels of government, including federal, state and local. 

Quorum provides mission-critical solutions to public affairs professionals for their work in Congress, all 50 state legislatures, major U.S. cities, the European Union, and 30+ countries around the globe. Quorum serves over 2,000 customers globally including over 50% of the Fortune 100, and has over 350 team members across the globe. 

As a Sales Manager, you will be responsible for leading a team of Account Executives to reach sales targets, set quotas, evaluate and adjust performance and develop processes that drive sales at Quorum.

Responsibilities

The Sales Manager is responsible for leading, managing and coaching their team of  direct reports to meet or exceed their quotas. Providing strong leadership and assistance where appropriate to ensure deals are driving to close and the prospect and client experience is positive.

• Ensure direct reports are on pace to meet or exceed quota by monitoring pipeline size and providing actionable advice and motivation about how to increase the quality and quantity of sales activity and working with Account Executives to chart out measurable plans to achieve quota.
• Maintain an accurate pipeline with winning plans by ensuring team members have accurately updated Salesforce with next steps, meeting notes, e-mails, and have an active plan to move deals forward.   
• Improve team member close rates and increase average sales price by identifying and coaching areas for improvement through active role plays, listening in exec vision, and participating in team member phone calls. 
• Improve efficiency and accuracy of forecasting process by participating in and providing feed on our monthly forecasting meetings.
• In conjunction with the recruiting and enablement teams, recruit, hire,  onboard and retain a team of “A players”: coaching team members to improve against their own individual development plans to ensure growth (internal promotions, quota attainment, etc.).
• Share actionable insights about our sales funnel: product regular and accurate pipeline forecasts, share insight on how to overcome frequent inefficiencies or objections in our sales funnel. Ensure that our Salesforce instance has complete and accurate information.
• Improve the efficiency of Quorum’s sales funnel by ensuring adherence to new and existing process (ie leading or facilitating training of new processes or changes to messaging/feature launches), identifying mechanisms of scaling best practices across the team, and develop sales materials or cadences that will improve our ability to bring in revenue, measured by improved conversion rates between targeted stages of the funnel and OKR completion.
• Directly contribute to revenue growth by closing despite not carrying a quota when needed to assist with a high risk or high value deal. Able to jump in If an Account Executive leaves their position, or if you are well equipped to close a sale based on your own relationships and by actively working to build the pipelines of other Account Executives by sourcing qualified leads.

About the Business Development Team

• We are proud to serve as the first-impression about what it is like to work with Quorum. 
• We strive to understand our buyers’ challenges and recommend the best possible solutions that enable them to achieve their goals.
• We earn clients’ trust by taking an intentionally respectful approach to competition.
• We foster a supportive environment where peer-to-peer feedback helps drive personal and professional growth.
• We work hard to serve as thought leaders in the public affairs industry, which means that we regularly follow political news, government affairs trends, and read case studies.
• We understand and appreciate that our work is a critical driver for annual company growth.

Our Work Environment

• We are an AI-forward team—AI is built into how we work, think, and grow.
• We are a remote-friendly team with flexible work options: work remotely or, if you're in the area, choose to visit