Sr. Manager, Sales - MakeMusic

We are musicians, athletes, coaches and teachers who truly believe in our mission to help people achieve their best. Our software platforms connect performers, instructors and creators enabling them to publish, teach and train using the principles of deliberate practice.

You may know us as TrainingPeaks, MakeMusic, TrainHeroic and Alfred Music. All these brands are under the Peaksware umbrella. TrainingPeaks develops software for coaches and athletes to track, analyze and plan endurance training. TrainHeroic develops software solutions for the strength and conditioning needs of coaches and athletes. MakeMusic develops software to transform how music is composed, taught, learned and performed. Alfred Music creates and publishes educational music to help teachers, students, professionals and hobbyists experience the joy of making music. 

We would love to have you join our ever-growing team! All applicants will receive equal consideration for employment regardless of gender, race, national origin, age, sexual orientation, gender identity, physical disability, religion, or length of time spent unemployed.

General Summary

As the Sr. Manager, Sales at MakeMusic, your mission is to build, grow, and manage a sales team that generates predictable and sustainable revenue for the organization. You will be responsible for implementing and performing the strategy and execution of sales activities for all of our products. As of now, you will be the first sales hire, and your primary focus will be new account acquisition and building and fostering relationships with potential new key customers. As a player-coach you will begin growing the sales team and setting their goals, developing objectives and pacing metrics, and aligning strategies to achieve desired revenue results. With your hands-on approach, you will aid in analyzing trends and forecasting sales, revenue, goals, and targets. You will be included in influencing the Music Brands leadership team to aid in developing company growth strategies and revenue objectives on a monthly, quarterly and annual basis.

You will sit directly with the Sales Team, report to the President, Music Brands and collaborate with the Peaksware CRO. You will work in close partnership with the Business Systems, Product, Data, Accounting, Customer Success & Support, Marketing, and Education Teams.

You are a continuous learner with a hunger for knowledge. You approach challenges as opportunities to improve. You value team members’ input from all levels and actively seek ways to support your colleagues while holding them accountable for performance metrics.

Core Functions

• Identify and prioritize target K-12 schools and districts with music programs, leveraging market research and industry insights
• Develop and lead an outbound team that focuses on K-12 schools and creates a pipeline with qualified leads and coverage to support sales goals.
• Build out a sales team, starting with BDRs, creating weekly pacing metrics and sales forecasts by individual, team, and product, motivating the team to hit and exceed performance targets
• Understand the unique needs and challenges of K-12 educators and administrators, positioning our products as the solution of choice
• Cultivate strong relationships with key decision-makers and influencers within target schools and districts, including music directors, curriculum coordinators, and superintendents.
• Make outbound calls, conduct product demos, and make proactive visits to pre-selected strategic target customers resulting in increased sales
• Create and drive efficiencies in customer and order management through the effective use of ERP, CRM, and other systems
• Engineer custom sales programs for large clients with complicated product needs
• Develop and execute an annual sales plans, strategies, and actionable playbooks to drive new customer acquisition
• Manage product margins through pricing, promotion, and sales activities
• Maintain and engage the sales team through recruiting, training, and ongoing coaching of employees as well as the creation and management of compensation plans
• Assist the leadership team in addressing team culture, structure, customer lifecycle management, and growth
• Collaborate with cross-functional teams, including product development and customer success, to ensure alignment between customer needs and product capabilities
• Provide regular sales reports and monthly reviews with KPIs and insights to company stakeholders
• Act as the voice of the customer for the product while maintaining industry-specific knowledge and awareness of the competitive landscape

The work characteristics described here are representative of those an employee encounters while performing the essential functions of this