Sales Manager – Account Executives (Global)

Role Overview 

PDF Butler is seeking an experienced Sales Manager to oversee the day-to-day management, coaching, and performance of our global Account Executive team. This role is responsible for driving consistent execution, individual development, and operational discipline across the global team. 

The Sales Manager will focus on people leadership, sales execution, and KPI-driven performance management. Ownership of overall sales strategy, revenue targets, executive-level deal engagement, and commercial approval remains with the Sales & Operations Director. 

This role is critical in ensuring that the sales strategy is executed consistently and effectively across all regions while enabling the Sales & Operations Director to focus on strategic growth initiatives. 

Key Responsibilities 

People Management & Leadership 

• Provide day-to-day leadership and management for 11 Account Executives across multiple regions and time zones 
• Build strong working relationships with Account Executives to support performance, engagement, and development 
• Conduct structured weekly one-to-one meetings with each Account Executive 
• Support onboarding, enablement, and ramp-up of new Account Executives 
• Foster a culture of accountability, continuous improvement, and professional growth 

Sales Coaching & Development 

• Deliver ongoing sales coaching focused on qualification, deal execution, pipeline management, and closing effectiveness 
• Conduct deal reviews and pipeline inspections to improve win rates and deal quality 
• Identify skill gaps and implement targeted coaching or development plans 
• Share best practices across regions to drive consistency and effectiveness 

Performance Management & KPIs 

• Set individual goals aligned with overall company sales objectives 
• Track and manage key sales KPIs, including pipeline coverage, activity levels, conversion rates, forecast accuracy, and quota attainment 
• Hold Account Executives accountable to agreed performance standards and expectations 
• Contribute to formal performance reviews and performance improvement plans where required 

Sales Operations & Execution Discipline 

• Ensure consistent adoption and usage of Salesforce across the Account Executive team 
• Reinforce adherence to defined sales processes and operating cadence 
• Maintain visibility into pipeline health, deal progression, and execution risks 
• Partner with Sales Operations (where applicable) to ensure reporting accuracy and data integrity 

Deal Support & Escalation 

• Support Account Executives in progressing opportunities through effective coaching and execution guidance 
• Identify strategic, complex, or at-risk deals that require senior-level involvement 
• Escalate appropriate opportunities to the Sales & Operations Director for executive or C-suite level deal support 
• Collaborate with the Sales & Operations Director to ensure the right level of engagement is applied to key opportunities 

Commercial Governance & Pricing 

• Ensure Account Executives comply with established pricing, discounting, and approval frameworks 
• Reinforce commercial discipline and adherence to pricing guidelines across the team 
• All pricing exceptions, non-standard commercial terms, and final pricing sign-off are owned and approved by the Sales & Operations Director 
• Act as a gatekeeper to ensure only fully qualified and justified pricing requests are escalated 

Collaboration & Communication 

• Act as the primary point of contact for Account Executives on day-to-day operational and performance matters 
• Align closely with the Sales & Operations Director on execution priorities, risks, and team performance 
• Participate in sales leadership discussions and provide insight from frontline execution 
• Support sales syncs as required, while ownership of sales cadence and outcomes remains with the Sales & Operations Director 

What This Role Is Not 

• Does not own the overall sales target, company forecast, or sales strategy 
• Does not manage Partner Managers 
• Does not provide C-suite or executive-level deal support 
• Does not have final pricing or discount approval authority 

This role is execution- and people-focused, ensuring strong delivery of the sales strategy while maintaining appropriate escalation and governance. 

Reporting & Decision Authority 

• Reports to: Sales & Operations Director 
• Pricing Authority: None (pricing sign-off owned by Sales & Operations Director) 
• Executive Deal Support: Escalated to Sales & Operations Director as required 
• Team Managed: Account Executives only 

Required Experience & Skills 

• Proven experience managing Account Executives in a B2B SaaS or enterprise software environment 
• Strong background in sales coaching, performance management, and KPI-driven execution 
• Experience working with geographically distributed and multicultural sales teams 
• Strong proficiency with Salesforce and CRM-based sales management 
• Excellent communication, leadership, and organizational skills 
• Ability to balance empathy, coaching, and accountability 

Experience 

• Experience managing global or multi-region sales teams (Required) 
• Background in SaaS platforms, document automation, or enterprise workflow solutions (Required) 
• Experience within the Salesforce ecosystem or as part of a Salesforce ISV (preferred)