Sales Team Lead (Account Executives)

Description

Who We Need

The Sales Team Lead is a quota-carrying, player–coach responsible for driving personal revenue while elevating the execution, discipline, and performance of a team of Account Executives.

This role acts as the frontline extension of Sales Leadership, ensuring high standards across deal execution, pipeline management, forecasting accuracy, and sales process adherence. The Team Lead sets the tone for professionalism, preparation, and accountability while actively coaching AEs to improve performance.

This is not a passive leadership role. Success requires the ability to sell at a high level, coach with precision, and hold peers accountable.

This Team Lead role serves as a formal bridge between individual contribution and full-scale management. We are looking for a future leader who wants to earn their management stripes by proving they can lift a team's performance as effectively as their own. This is a role for someone who is passionate about mentorship and wants a structured environment to develop their management style before taking on a full team.

Responsibilities

Revenue & Individual Contribution

• Carry and consistently achieve 50% of a standard AE quota
• Own full-cycle sales execution from discovery through close
• Lead complex or high-impact deals when needed
• Model elite discovery, demo execution, pricing conversations, and closing behavior
• Maintain a clean, well-qualified pipeline and accurate CRM data

Coaching & Deal Execution

• Coach a team of Account Executives through structured weekly deal reviews
• Provide real-time deal support on discovery strategy, demos, objections, and close plans
• Conduct regular call reviews using Gong scorecards with clear, actionable feedback
• Act as the first escalation point for deal strategy and execution challenges
• Reinforce messaging consistency, qualification standards, and next-step discipline

Performance, Process & Discipline

• Enforce adherence to the Workiz sales process and execution standards
• Monitor pipeline health, forecast accuracy, and activity quality
• Conduct regular pipeline, lead, quote, and call audits
• Identify execution gaps and partner with the Director of Sales on gap-to-goal plans
• Maintain high standards without excuses or surprises at month-end

Onboarding & Development

• Support onboarding and ramp of new Account Executives
• Shadow calls, review recordings, and accelerate time-to-productivity
• Assist in the creation and reinforcement of sales training materials and playbooks
• Raise the baseline performance of the team, not just top performers

What Success Looks Like

• Consistent achievement of personal quota
• Improved deal quality, win rates, and execution across the AE team
• Strong pipeline hygiene and accurate forecasting
• Faster ramp times for new hires
• Fewer end-of-month surprises
• A disciplined, accountable sales team that consistently hits targets

**This is a hybrid role working Tuesday, Wednesday, and Thursday in our San Diego office and Monday and Friday working remote.

Requirements

• Proven success as a top-performing Account Executive
• Experience coaching, mentoring, or leading peers
• Strong command of discovery, demos, objection handling, and deal strategy
• Highly detail-oriented with strong HubSpot and pipeline management skills
• Ability to deliver direct, candid feedback and hold others accountable
• Experience selling to SMBs in a high-volume SaaS environment

Preferred

• FSM SaaS experience
• Familiarity with Gong, call scoring, and pipeline inspection frameworks
• Experience supporting onboarding and ramp

Our Tech Stack

None

Why Join Workiz?

Why Join Workiz?

We focus on empowering our team members, valuing each as a long-term investment. Emphasizing the importance of ongoing growth, we are dedicated to nurturing and training individuals, enabling them to exceed expectations in both skills and responsibilities. 

Why You’ll Love Being a Workizer:

Fuel your passion (and have a blast doing it!): You won't just sell a product you believe in, you'll work alongside a team that makes every day exciting!

Speak your mind! At Workiz, there are no bad ideas. We thrive on diversity of thought and love to see innovation take flight.

Celebrate the culture: Our team is a vibrant mix of backgrounds and experiences. Embrace the richness and learn from each other.

Work-life balance: Find y