Job description
JOB SUMMARY
The Sales Manager will lead a team of Account Executives, Business Development Representatives, and Account Expansion professionals—owning sales strategy and execution across the entire revenue funnel. This role is responsible for overseeing top-of-funnel prospecting, mid-funnel deal progression, and post-sale expansion, with a strong emphasis on both individual coaching and organizational scalability. Reporting directly to the CEO, this is a highly visible role with clear impact on company growth.
The ideal candidate brings direct, hands-on experience managing sales professionals across new business and existing account growth, with a strong record of leading teams to outperform their goals. They are a seasoned people leader who has already built or scaled a multi-function sales team, driven performance through data and process, and delivered measurable revenue results.
Core to their approach is a deep understanding of the sales lifecycle and a leadership style rooted in accountability, coaching, and collaboration.
ESSENTIAL JOB DUTIES AND RESPONSIBILITIES
- Lead and coach a high-performing team of AEs, BDRs, and Expansion professionals, driving success across the full customer acquisition and growth lifecycle
- Own sales strategy and performance, setting and managing to clear KPIs, revenue targets, and process standards
- Establish and continuously refine systems for lead qualification, opportunity management, closing, and post-sale account expansion
- Maintain ownership of pipeline pacing, forecasting, and reporting to inform strategic decision making
- Implement sales best practices and playbooks to standardize approach and scale team efficiency
- Deliver regular, structured coaching and performance reviews focused on individual growth and team outcomes
- Set clear performance expectations and take swift, transparent action to address underperformance
- Hire, onboard, and scale the sales team as needed to meet evolving business needs
- Collaborate with Marketing, Customer Success, and executive leadership to align on GTM strategy, ICP definition, and account prioritization
- Champion a customer-centric sales culture that ensures long-term client success is baked into every stage of the sales process
- Use market insights, pipeline analytics, and sales data to drive both strategic and day-to-day decision making
- Represent the sales team’s needs and wins at the leadership level, advocating for continuous improvement and cross-functional alignment
MINIMUM QUALIFICATIONS, JOB SKILLS, AND ABILITIES
- 5+ years of sales experience, with at least 2 years of direct people management experience across multiple sales functions (e.g., BDR, AE, Account Expansion/Growth)
- Demonstrated success managing an end-to-end sales environment—from prospecting through close and account growth
- Proven track record of leading sales teams to meet or exceed revenue goals in a fast-paced, performance-driven environment
- Direct experience managing sales teams that span both acquisition and expansion
- Familiarity with structured sales methodologies such as MEDDICC, SPIN, or Challenger
- Experience building or refining team infrastructure, including process design, documentation, and performance measurement
- Comfortable working with senior-level stakeholders in strategic sales conversations, contract negotiation, and customer planning
- Prior experience in marketplace, SaaS, or tech-enabled services industries
- Direct ownership of sales forecasting, pipeline pacing, and reporting across multiple deal stages
- Experience setting clear performance expectations, providing real-time coaching, and addressing underperformance with urgency and transparency. Able to evolve team structure as business needs scale
- Strong working knowledge of CRM and sales enablement tools (e.g., Salesforce, Gong, Outreach) and data-informed sales planning
- Commitment to customer-centric selling, ensuring team strategies are grounded in client needs while driving long-term business value
- Effective communicator and people leader with a track record of motivating teams, developing talent, and delivering feedback that drives results
- Expertise aligned with core sales team competencies:
- Lead Generation & Qualification
- Pipeline Management & Sales Execution
- Communication & Relationship Building
- Product Fluency & Market Insight
- Strategic Thinking & Data-Driven Decision Making
PREFERRED QUALIFICATIONS
- Experience scaling a sales team during a period of high company growth, including headcount expansion, process maturity, and systems implementation
- Background in building collaborative workflows between Sales, Marketing, and Customer Success to drive GTM alignment
The pay rate for this role will range between $150,000 to $165,000 per annum. We consider many factors when determining salary offers, such as the applicant’s work experience, education and training, skills, market data, and internal equity. This role is eligible to participate in a performance-based bonus plan.
EMPLOYEE BENEFITS
- Competitive compensation packages including bonus and options
- Medical, dental, and vision benefits
- Matching 401(K)
- Paid time off
- Telecommuting and remote-work options
- Support for continuing education
- Team off-sites, social events, annual company events, and frequent extracurricular activities
- Unlimited snacks and drinks (in office)
THE COMPANY
B-Stock is the world’s largest B2B re-commerce platform, connecting sellers and buyers of returned, trade-in, and overstock inventory. Our customers range from today’s top brands and retailers that want best-in-class inventory resale management to tens of thousands of entrepreneurs looking to purchase valuable merchandise for their resale businesses.
While the amount of returned and overstock inventory continues to grow, there is also growing pressure on retailers and consumers to adopt a more circular economy and keep products in use as long as possible. Accordingly, the need for re-commerce solutions - to find products a second life - has never been greater! At B-Stock we’re proud to play a large part in powering resale, reuse, and the circular economy through our platform: annually we sell over 130 million items across all categories and conditions, equating to 400 million pounds of inventory.
We believe there is tremendous value in and demand for this inventory - no matter the category, condition, or location. With hundreds of thousands transactions completed annually, B-Stock gives buyers a simple and direct way to buy valuable products directly from retailers and offers sellers a technology-driven replacement for traditional resale methods, while boosting operational efficiency, recovery rates, and cycle time.
Led by eBay veterans and backed by top investors including Spectrum Equity, True Ventures, and Susquehanna Growth Equity, B-Stock shows no signs of slowing down. Our core values have shaped the company we are today and will continue to drive our success for many years to come.
For more information, visit bstock.com/careers/
OUR VALUES Make Each Dollar Count
Whether it’s the recovery amount or a buyer’s budget, money matters to all of our clients. And because each dollar matters to them, it matters to us.
Take Our Work Seriously, Not Ourselves
Everything at B-Stock continues to grow - everything but our egos, that is. We’re not afraid to let loose and laugh (often at ourselves).
Do The Hard Things Today That Will Pay Off Tomorrow
We’re willing to sacrifice and endure, fail and adapt to reach our long-term goals.
Use Trust As The Best Measure Of Success
The trust we earn along the way is more valuable than money. Without trust from both our buyers and sellers, our business won’t succeed.
Find Strength In Numbers
Use our passion for data to provide value to our customers, improve ourselves, and develop new ways to delight our buyers and sellers.
No applicant will face discrimination/harassment based on race, color, ancestry, national origin, religion, age, gender, marital domestic partner status, sexual orientation, gender identity, disability status, or veteran status. Above and beyond discrimination/harassment based on “protected categories,” B-Stock also strives to prevent other, subtler forms of inappropriate behavior (e.g., stereotyping) from ever gaining a foothold in our office. Whether blatant or hidden, barriers to success have no place at B-Stock. Work Authorization required.
