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Sales Manager USA
CarCutter
Source: Headcount Labs · original listing ↗
Job data: Headcount Labs, ODbL 1.0. Job descriptions belong to their employers.
Posted Oct 22
About this role
CarCutter, the industry's #1 AI-powered vehicle merchandising solution, is looking for a Sales Manager, Performance & Operations to lead our US sales organization. The US is CarCutter's largest market and a critical growth driver. We are looking for a leader who can bring greater structure, visibility, accountability and operating discipline to a team of experienced Account Executives. This is not a traditional sales management role built around being the team's best closer. We are looking for someone who combines strong people management with a highly analytical, operational mindset and who uses data to drive consistent sales performance. Location: USA – Fully Remote CarCutter Mission You will manage a remote team of 10–12 Account Executives across the United States. Your primary responsibility will be to build and run the performance operating system of the US sales organization. You will create visibility into performance, identify gaps early, understand their root causes and translate them into clear actions for the team. You will own the operating rhythm across pipeline generation, coverage, opportunity progression, forecasting, CRM quality, territory productivity and individual performance. When performance is off track, your instinct should be to ask: Where is the gap? What does the data tell us? Why is it happening? What needs to change, who owns it and when are we checking again? You will coach and develop the team, and your success will also be measured by whether the organization operates predictably, transparently and consistently. Key Responsibilities Sales Performance & Accountability • Own the US sales performance scorecard and establish clear, measurable expectations for every AE. • Monitor key indicators including pipeline creation, coverage, conversion, opportunity aging, win rates, sales cycle, forecast accuracy and quota attainment. • Build and maintain clear dashboards providing visibility by AE, territory and funnel stage. • Identify performance risks early and diagnose whether gaps are driven by pipeline, conversion, activity, territory or execution. • Translate findings into clear corrective actions with owners, deadlines and measurable outcomes. • Maintain clear performance plans where required and ensure consistent follow-through. • Provide Sales leadership with a reliable view of performance, risks and actions. Pipeline, Forecasting & Sales Discipline • Own the weekly operating rhythm of the US sales team. • Run structured 1:1s, pipeline reviews, forecast calls and performance meetings. • Maintain high standards of CRM hygiene and ensure pipeline data accurately reflects commercial reality. • Ensure sufficient pipeline coverage and identify future gaps before they affect results. • Monitor stalled opportunities, aging, stage progression and close-date movement. • Improve forecasting consistency and accuracy. • Build simple, repeatable processes that improve execution without creating unnecessary bureaucracy. • Report up to the VP of Sales and work closely together to ensure the best outcomes Territory & Capacity Management • Review territory and account allocation across the US as needed. • Analyze territory productivity, whitespace and account coverage. • Ensure clear ownership of prospects, dealership groups and strategic accounts. • Help the team prioritize accounts and opportunities with the greatest commercial potential. • Identify capacity or coverage gaps and anticipate future hiring needs. • Help the team build clear outreach strategies and ensure they have everything they need to build and maintain their pipelines. Lead & Develop the Team • Manage and develop a remote team of experienced Account Executives. • Set clear expectations and hold team members accountable for delivering against them. • Coach AEs based on identified performance gaps using CRM data, pipeline analysis, call reviews and opportunity inspection. • Identify underperformance early and establish clear action plans. • Scale successful behaviors and best practices across the wider team. • Build a culture of accountability, transparency and continuous improvement. Cross-Functional Leadership • Act as the operational owner of US Sales performance. • Partner with Revenue Operations on systems, reporting and CRM improvements while personally owning the day-to-day interpretation and application of sales data. • Work closely with Marketing on pipeline-generation initiatives, target accounts and campaign performance. • Collaborate with Customer Success on handoffs and expansion opportunities. • Work with Product to communicate market feedback, competitive insights and customer needs. Strategic Deal Support • Support AEs on selected strategic opportunities where management involvement can materially improve the outcome. • Help structure account strategies, deal reviews and negotiations when required. You will enable the team to close rather than becoming the person who needs to close the deals. What Success Looks Like Within your first six months: • Every AE understands their targets, leading indicators and performance expectations. • Pipeline and forecasts are reliable and consistently maintained. • Performance gaps are identified early rather than after a missed quarter. • Territories and accounts have clear ownership and measurable coverage. • Underperformance leads to clear corrective actions and consistent follow-through. • Sales leadership has a clear view of where the team stands, where risks exist and what is being done about them. At any point, you should be able to explain where performance is off track, why, and what the team is doing to correct it. Profile We are looking for someone who combines strong sales leadership with a highly analytical and operational mindset. You likely have: • 5+ years of B2B sales experience, ideally in SaaS or technology. • 2+ years managing Account Executives or a similar quota-carrying sales team. • Experience managing a distributed or remote sales organization. • Strong analytical skills and experience diagnosing sales performance using CRM and funnel data. • Advanced comfort with CRM (Hubspot) reporting, spreadsheets and sales dashboards. • A strong understanding of pipeline coverage, funnel conversion and forecasting. • Experience building or managing sales scorecards and performance indicators. • Demonstrated ability to identify root causes behind underperformance and turn analysis into action. • Strong performance-management skills and the ability to hold experienced salespeople accountable. • Excellent CRM (Hubspot) and forecasting discipline. • Strong organizational skills and a bias toward follow-through. • Experience with B2B SaaS sales cycles involving multiple stakeholders. • Strong communication and cross-functional collaboration skills. If your preferred way of managing sales is primarily through personal deal involvement and your own closing ability, this may not be the right role. If you naturally start with the data, identify the gap, investigate the root cause and hold people accountable for correcting it, we would like to meet you. Nice to Have Automotive or automotive technology experience.Experience in a fast-growing SaaS company or scale-up.Experience using HubSpot, Salesforce, Looker, Power BI, Tableau or similar tools.Experience working closely with Revenue Operations or Sales Operations. Automotive expertise is a plus, but it is not mandatory. We already have strong industry knowledge within the team. What We Offer • The opportunity to lead an established US sales team in one of CarCutter's largest markets. • A leadership role combining people management, sales operations, analytics and performance management. • Significant ownership and autonomy. • A fast-growing international environment at the intersection of AI, SaaS and automotive technology. • Competitive compensation including a performance-based variable component. • A fully remote position within the US. Hiring Process • Interview with our Talent team. • Interviews with CarCutter Sales VP. • Data-driven sales management case / working session. • Final discussion with our CRO. Welcome aboard! Join CarCutter and help us build the operating discipline, accountability and performance culture required to take our US business to the next level.