Sales Manager

Great Place to Work® Certified | USA

Harbor Compliance is a leading technology platform for entity compliance, helping more than 80,000 businesses and nonprofits manage licensing, tax registration, and legal entity requirements nationwide. Founded in 2012 and recognized repeatedly by the Inc. 5000 and Deloitte Technology Fast 500, we've grown through five strategic acquisitions - and are now backed by a 2026 majority growth investment from Bregal Sagemount to accelerate product, AI, and customer experience. We're a passionate team making compliance simpler and smarter for every organization we serve.

About the Job

We're looking for a Sales Manager to lead a team of Account Executives and drive annual recurring revenue. This is a hands-on leadership role for someone who thrives on coaching talent, building repeatable sales processes, and staying close to the numbers - from pipeline health to forecast accuracy. You'll set the strategy for your team's full sales cycle, from prospecting through negotiation, while developing the next generation of high-performing sales talent. If you love turning market insight into team execution and have a track record of building sales teams that consistently exceed quota, we'd like to talk.

Key Responsibilities:

• Drive $2,500,000+ in annual recurring revenue (ARR) by leading a team of Account Executives through a disciplined, data-driven approach to the full sales cycle.
• Develop and execute a scalable sales strategy, setting team targets, managing pipeline coverage, and holding the team accountable to performance benchmarks.
• Coach and mentor Account Executives on prospecting techniques, discovery, objection handling, and contract negotiations to elevate team-wide performance.
• Oversee the team's outreach and lead qualification efforts, ensuring a healthy and well-prioritized opportunity funnel across cold prospects and existing clients.
• Guide the team in leading prospective clients through a comprehensive buying journey, including discovery, customized pitches, and win-win contract negotiations.
• Establish and enforce best practices for CRM hygiene, ensuring all deal details, influencer associations, and qualification notes are accurate, consistent, and up to date across the team.
• Deliver high-accuracy ARR forecasting every two weeks at both the individual rep and team level, consistently targeting a precision rate above 90 percent.
• Serve as a strategic voice of the market by synthesizing team feedback and communicating evolving industry trends and client needs to product and partnership stakeholders.

Requirements:

• 5+ years of B2B sales experience with a demonstrated track record of exceeding quota, plus 2+ years in a team lead, senior, or managerial capacity.
• Proven ability to recruit, develop, and retain high-performing sales talent in a fast-paced, competitive environment.
• Deep expertise managing complex, full-cycle sales processes and a strong command of CRM platforms such as HubSpot or Salesforce, including pipeline reporting and team-level analytics.
• Demonstrated success building and scaling sales processes, playbooks, and training programs that improve team consistency and performance.
• Strong analytical capabilities to identify market trends, threats, and opportunities and translate insights into actionable team strategy.
• High adaptability and composure in navigating organizational complexity and rapid change, with the ability to keep teams motivated and focused.
• Exceptional organizational and prioritization skills with the ability to manage both individual responsibilities and team-level operations simultaneously.
• Willingness to travel for industry conferences, client engagements, and team events as needed.

Skills and Knowledge:

• Mastery of consultative sales methodologies with the ability to coach reps on discovery, pitching, and closing across diverse market segments.
• Experience building a culture of continuous improvement - using call reviews, pipeline audits, and feedback loops to develop rep skills and refine team processes.
• Collaborative leadership style with experience working cross-functionally alongside partnerships, marketing, and product teams to align go-to-market strategy.
• Strong communication skills with the ability to translate complex industry nuances into clear, compelling narratives for both internal stakeholders and external clients.
• Commitment to developing others, with a genuine interest in mentoring early-career sales professionals and building long-term team capability.

Accommodations:

Harbor Compliance is committed to providing any reasonable accommodations for individuals with disabilities within our application and interview process. To request an accommodation due to a disability, please inform your recruiter.

Compensation:

Harbor Compliance’s base salary range for this role is listed below. Compensation at the time of offer is based on factors such as skill set, experience, qualifications, and work location. Salary is one part of Harbor Compliance’s total compensation package. Other benefits may include health benefits, flexible paid time off, parental leave, fertility and adoption assistance, 401(k), and educational reimbursement. Note that the salary range and benefits apply only to U.S.-based candidates.

Salary range: $93,000 - $110,000 + commission. OTE: $155,000 - $183,000

Pay Transparency Policy Statement

Harbor Compliance will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by Harbor Compliance, or (c) consistent with Harbor Compliance’s legal duty to furnish information.

Equal Opportunity Statement

Harbor Compliance is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.

Notice Regarding the Use of Selection Technology

Harbor Compliance uses third-party automated tools and skills assessments (such as Testlify and Rippling) to help evaluate job applications and streamline our hiring workflow. These tools assist our recruitment team in reviewing qualification trends and scheduling, but all final employment decisions are made solely by humans on our Talent Success team, and all tools are subject to human oversight.

Depending on your location, local laws may grant you specific disclosure rights or the option to request an alternative evaluation process. If you require a reasonable accommodation or wish to opt out of automated assessment steps due to regional regulations, please notify your recruiter. Opting out will not negatively impact your application.