Sales Manager

Full-time, Permanent

Toronto, ON (Hybrid)

Company Overview

Athennian increases trust in business. Our products help legal, finance, and tax teams be transaction and audit-ready by organizing business entity and corporate structure information. Over 370,000 business entities in almost every country are managed on Athennian to automate workflows for ownership, company secretarial, governance, tax, and compliance.

The Role

We are seeking a dynamic and results-driven Sales Manager with experience in startup SaaS environments to lead our team of Account Executives (AEs), Business Development Representatives (BDRs), and Sales Engineers. This role is critical in shaping our sales strategy, driving pipeline growth, and fostering a high-performance sales culture. The ideal candidate will have a solid background in sales management within a SaaS startup, be data-driven, and possess a deep understanding of sales metrics, processes, and workflows.

As a key contributor to our Sales team you will be responsible for:

Team Leadership & Coaching:

- Lead, mentor, and motivate a diverse team of AEs, BDRs, and Sales Engineers to achieve and exceed sales targets in a fast-paced SaaS startup environment.

- Conduct regular one-on-one coaching sessions to provide constructive feedback, address challenges, and develop individual and team skills.

- Foster a collaborative and high-energy team environment that encourages innovation and continuous improvement.

Sales Process Management:

- Oversee and optimize the sales process, ensuring it aligns with best practices and supports our startup’s growth objectives.

- Implement and refine sales workflows to enhance efficiency and effectiveness tailored to the unique demands of a SaaS startup.

- Monitor and adapt sales strategies based on performance metrics, market feedback, and evolving business needs.

Deal Oversight & Pipeline Management:

- Supervise deal progress, providing strategic guidance on complex sales opportunities and overcoming obstacles specific to the SaaS industry.

- Regularly review and analyze pipeline data to ensure accurate forecasting and identify areas for strategic adjustments.

- Collaborate with the team to develop targeted plans for high-value prospects and key accounts, ensuring alignment with our SaaSofferings.

Data-Driven Decision Making:

- Utilize sales data and analytics to drive decision-making and strategy in a SaaS startup context.

- Develop and track key performance indicators (KPIs) to measure team and individual success, and identify trends or issues.

- Prepare and present sales performance reports to senior management, highlighting achievements, challenges, and growth opportunities.

Cross-Functional Collaboration:

- Work closely with marketing, product, and customer success teams to ensure sales strategies align with overall business objectives and customer needs.

- Facilitate seamless communication between sales and other departments to enhance the customer experience and support company growth.

A successful candidate will have:

Experience:

- Minimum of 2-3 years of experience in sales management, specifically within a startup SaaS company, with a proven track record of leading high-performing sales teams.

- Demonstrated success in managing and coaching AEs, BDRs, and Sales Engineers in a fast-paced SaaS environment.

- Experience working in a highly technical and regulated industry is a plus.

Skills & Competencies:

- Strong understanding of sales metrics, processes, and workflows relevant to SaaS startups.

- Ability to analyze sales data and leverage insights to drive performance and strategy in a startup context.

- Excellent leadership, communication, and interpersonal skills.

- Proficiency in CRM software and sales analytics tools commonly used in SaaS.

Education:

- Bachelor’s degree in Business, Marketing, or a related field preferred.

Location

Athennian embraces a remote-first culture. However, for this role, we are seeking a candidate based in or near the Toronto, Ontario, Canada region. There may be occasions when Sales team members will need to gather at our Toronto office.

Our Culture

We believe incredible teams can solve any problem and we strive to be an inclusive workplace where ideas thrive. We are first and foremost an organization of people who are passionate about learning, building, and sharing software to transform the legal industry. Our team members thrive when they’re passionate about what they do. We strive to create an engaging environment with challenging tasks, foster meaningful relationships with colleagues, and encourage each other to become the best we can be. Whether you want to customize your workspace, share your latest hobby with the team, or broaden your horizons with a specific project, we have a wealth of opportunities to keep you growing and learning. We’re here to help you become the best version of yourself, all while having fun and connecting with coworkers.

Outcome Driven - Goals guide, outcomes define

Wide Responsibility - Own your impact

Learning Mindset - Learn, share, thrive

Strategic Speed - Urgency drives results

Benefits at Athennian

We offer competitive benefits and perks because we believe that happy people produce great results. We are always adding to this list based on employee feedback: generous vacation/sick/flex days, remote work options, flexible working hours, health/dental/vision/group life/gRRSP/LTD/AD&D/EFAP benefits, high growth environment, team-building, day-to-day variety (never a dull moment), MacBook for all employees, stock options, and a culture of transparency.