Sales Manager

May 14, 2026 Auto Import

<h1 style="line-height:1.38;margin-top:32px;margin-bottom:8px;"></h1>About Qbench At QBench, we’re not just creating software; we’re shaping the future of laboratory efficiency. Rated #1 on G2 for Highest-Rated LIMS and Easiest To Use LIMS, QBench is shaking up the notoriously behind-the-times LIMS market with an innovative cloud-based operating system for laboratories. Our flexible, intuitive, and modern product is rewriting the playbook for laboratory productivity by empowering users and administrators to easily manage and modify their LIMS through no-code and admin-friendly tools. As a market leader, we offer a unique opportunity to be part of a fast-growing company and directly contribute to enhancing scientific discovery and innovation.We’re in growth mode, and we’re looking to expand every department to meet rapidly growing demand. We’re seeking specific talent that will directly fuel QBench to new heights. About The Role We're looking for a hands-on, high-judgment Sales Manager to lead our Account Executive and Presales teams as we scale. Reporting to the Chief Revenue Officer, this role owns monthly, quarterly, and annual new business targets and is accountable for forecasting accuracy, pipeline health, and the performance and development of the people who drive new logo acquisition at QBench. As the Sales Manager, you'll directly manage a team of 5 Account Executives and 3 Presales team members (Solutions Consultants and Technical Solutions Consultants). As the team grows, we expect to split Sales and Presales into separate functions, and this role offers a clear path to lead either organization at that point. This is both a people-leadership and a revenue-leadership role. You'll coach AEs on deal strategy, partner with Presales to elevate how we demo and consult, pressure-test the pipeline, and translate what's happening in the field into sharper strategy across product, marketing, and operations. You'll also help shape how we hire, develop, compensate, and grow careers on the revenue team. This is not a player-coach role. You won't carry a quota or run deals. But the right person genuinely loves being on calls with prospects: not to take over, but to coach in real time, serve as the first executive overlay, and learn what the team is hearing in the market. What You'll Do Own Forecasting and New Business Targets - Hit monthly, quarterly, and annual new business revenue targets. - Deliver accurate, defensible forecasts to the CRO and broader leadership team. - Pressure-test pipeline through structured deal inspection, ensuring we have a clear-eyed view of what will close, what won't, and why. Lead Weekly Pipeline and Deal Strategy Cadence - Run weekly pipeline meetings with AEs to surface deal risks, develop mitigation strategies, and advance opportunities with rigor. - Hold weekly 1:1s with the Presales team to identify what's working and what's not in demos, trials, and implementation consulting calls. - Use Presales insight as a second signal to validate AE-reported pipeline and forecast accuracy. Coach Constantly and Serve as Executive Overlay - Coach AEs and Presales team members continuously, in 1:1s, deal reviews, call reviews, and live on prospect calls. - Join customer calls as the first executive overlay, helping advance strategic deals and unblock late-stage conversations without taking the seat away from the rep. - Partner with Marketing, RevOps, and Product to ensure the team has the enablement, content, and tooling they need to win. Manage and Develop the AE and Presales Teams - Directly manage Account Executives and the Presales team, owning hiring, onboarding, performance management, and career development. - Identify skill gaps and build targeted coaching, enablement, and development plans to close them. - Keep the team engaged, motivated, and excited about QBench's mission and trajectory. - Hold the bar on performance while creating an environment where people grow and do their best work. Partner on Revenue Strategy - Work closely with the CRO, Director of Marketing, and Manager of Revenue Operations to set and execute quarterly revenue strategies. - Partner with the CRO on annual revenue planning, including target setting, segmentation, and resourcing. - Contribute to compensation strategy, quota setting, and territory design that align incentives with company goals. - Help build clear career progression and professional development paths for AEs and Presales team members. Translate Field Insight into Company Strategy - Develop a deep understanding of why we win and why we lose, and translate those themes into actionable input for product, marketing, and leadership. - Partner with Product on roadmap prioritization and feedback loops so we continue earning the right to win new customers. - Share market insight to refine ICP focus, messaging, packaging, and pricing. Drive Cross-Functional Alignment - Partner with Customer Success and CS Ops to ensure clean handoffs and a strong first phase of the customer journey through implementation. - Work with Revenue Operations to improve efficiency, tooling, reporting, and process across the revenue organization. - Collaborate with Talent/HR on recruiting strategy, leveling, and career frameworks for the sales organization. - Reinforce a "one team" culture across Sales, Marketing, CS, and Product. Steward (and Challenge) the Sales Methodology - Own and continuously refine QBench's sales methodology, qualification standards, and deal review practices. - We currently run a Challenger-based motion. We expect this leader to bring a strong point of view on whether that's still the right fit, and to evolve the approach as we scale. - Coach to a consultative, value-based selling motion that prioritizes long-term customer fit over short-term wins. - Model and reinforce QBench's values in every internal and customer interaction. What You'll Need to Succeed - People Leadership: A genuine coach and developer of talent who creates clarity, accountability, and growth for their team. - Forecasting Discipline: Strong instincts for pipeline health and deal quality; able to call the number with confidence and back it up with evidence. - Consultative Selling Expertise: Deep familiarity with value-based, insight-led selling into operationally critical environments with multiple stakeholders. - Methodology Point of View: Has thought carefully about what makes sales motions work, and can articulate when and why to lean on Challenger, MEDDIC, Command of the Message, or other frameworks. - Builder Mentality: Energized by improving process, enablement, and team systems rather than executing a static playbook. - Cross-Functional Influence: Effective partner to Marketing, Product, CS, RevOps, and HR; able to align peers and senior stakeholders without authority. - Analytical Rigor: Fluent in pipeline metrics, deal economics, conversion rates, and forecasting; uses data to drive decisions and conversations. - Customer-Centric Integrity: Holds the team to a standard of honest, transparent selling that supports long-term customer success. - Learning Agility: Quickly absorbs new industries, technical concepts, and evolving go-to-market strategies, and helps the team do the same. Qualifications: - 3+ years of experience managing quota-carrying B2B SaaS Account Executives, with a track record of hitting team targets. - 3–5 years of prior experience as an individual contributor AE in a consultative, full-cycle, new logo software sales environment. - Demonstrated ability to forecast accurately and lead structured pipeline and deal review cadences. - Experience managing or closely partnering with Presales/Solutions Consulting functions strongly preferred. - Experience selling complex software into midmarket or large SMB segments with multi-stakeholder, ~90-day sales cycles. - Familiarity with consultative or value-based selling methodologies (Challenger, MEDDIC/MEDDPICC, Command of the Message, or similar). - Experience operating in a fast-paced, high-growth startup or scale-up environment. - Strong communication skills and the ability to build credibility with both ICs and senior leaders. - Experience in adjacent business functions (e.g., Product, RevOps, Customer Success) is a plus. - Experience selling into laboratories, scientific organizations, or regulated environments is a plus, but not required. Software sales experience is required. Why Join QBench? - Lead a high-performing team selling a mission-critical platform to customers doing meaningful scientific and operational work. - Step into a role with real strategic scope: shape how we sell, who we sell to, how we hire, and how the revenue organization evolves. - Clear path to lead either Sales or Presales as the team grows and the functions split. - Fully remote role with $150K base / $250K OTE and uncapped commissions. - Work for a company with strong inbound interest and a commitment to growing inbound demand as we continue to scale. - Join a fast-growing, stable, vertical SaaS company with significant market opportunity ahead. - Partner closely with a collaborative Revenue, Product, and Customer Success leadership team.

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