Sales Manager

UpEquity is seeking a Sales Manager in Austin, TX (hybrid) to lead the day-to-day performance and development of Account Executives (AEs) and Senior Account Executives (SAEs). This is a hands-on leadership role focused on coaching on calls and deal strategy, strengthening pipeline execution, and improving opportunity generation and conversion.

Key Responsibilities

• Lead, coach, and maintain accountability for AEs and SAEs against individual and team goals, including partner engagement, qualified submissions, signed TUSAs, and pipeline progression.
• Establish and run a consistent management cadence through individual coaching, call reviews, pipeline reviews, and team meetings.
• Convert review findings into clear next steps and follow up to ensure execution.
• Assist reps in planning their days around highest-value prospects, active opportunities, partner follow-up, and existing commitments already in their pipeline.
• Track activity, task completion, follow-up quality, and opportunity aging to address missed contacts and stalled deals promptly.
• Coach across core motion areas including prospecting, discovery, program positioning, objection handling, and moving from an interested partner to a submitted client opportunity.
• Support distinct AE and SAE motions, including outreach to reseller partners, activation of new TUMS users, and development of repeat referral relationships.
• Use CRM data and conversion trends to identify where volume or quality is falling short, diagnose contributing factors, and create actionable improvement plans.
• Maintain dependable pipeline reporting and forecasts, and communicate performance, risks, and proposed actions to Sales leadership.
• Collaborate with Marketing, Business Development, CX, and Operations to improve lead handoffs, partner campaigns, deal progression, and the rep experience.
• Improve scripts, sequences, training, and management processes based on what is working.
• Support ramp-up for new reps and ongoing performance improvements for established reps.

Required Qualifications

• At least 3 years of experience managing an inside sales or relationship-driven sales team, including demonstrated success improving rep performance.
• Strong coaching skills, with the willingness to review real calls, examine pipeline details, and provide direct, useful feedback.
• Experience operating with CRM data, including activity, conversion, pipeline health, and forecasting.
• Ability to differentiate between volume gaps and issues related to follow-up, qualification, or conversion, and to respond appropriately.
• Experience building or improving sales playbooks, scripts, outreach sequences, and onboarding.
• Strong communication and organization, with the judgment to prioritize the highest-impact issues.
• Comfort working across teams and adapting processes as the business grows.

Tools and Technologies

• TUMS portal
• CRM

Location and Work Requirements

• Must reside in Austin or be willing to self-relocate.
• Must be willing to work 80% in the office (1 day Work-from-home per week).

Benefits

• Competitive compensation
• PTO & Sick Time + 11 holidays
• Health benefits: Medical, Dental, Vision
• Opportunities for growth and continuous development
• Positive work environment with snacks and drinks available daily