Sales Manager - TRAC

Job DetailsJob Location: Remote-US - Madison, SD 57042Position Type: Full TimeSalary Range: $225,000.00 - $250,000.00 Base+Commission/yearJob Category: SalesThe TRAC sales team helps financial institutions and other cyber-risk-focused organizations gain a clear understanding of their cybersecurity risk. TRAC, SBS's cyber risk management platform, enables organizations to identify, assess, monitor, and communicate risk through actionable insights and data-driven reporting, empowering leaders to make informed decisions and prioritize resources effectively.  As Sales Manager, you will lead the team responsible for bringing that value to market, turning a complex risk conversation into a focused, credible path forward for clients.  You will own team performance, pipeline discipline, coaching, and execution across the full sales cycle. This role is for a hands-on leader who can raise the standard, develop people, improve forecast accuracy, and create a consistent sales motion while staying close enough to the work to help advance and close strategic opportunities.  Why SBS  A culture the company actively invests in, not just talks about.  A flexible, family-friendly, work-from-home environment.  Competitive wages and a strong benefits package, with many premiums covered by SBS.  Support for continued growth, including reimbursement for industry certifications and continuing education.  A team that lives out passion, compassion, innovation, and empowerment with clients and each other.  What You'll Lead  Lead, coach, and hold accountable the TRAC sales team to achieve monthly, quarterly, and annual bookings goals.  Build a repeatable sales rhythm that includes one-on-ones, pipeline reviews, forecast calls, deal strategy, and targeted skill development.  Own pipeline health and forecast accuracy by establishing clear expectations for opportunity stages, close dates, next steps, deal value, and CRM hygiene.  Coach sellers through the full sales cycle, from prospecting and discovery through demonstration, negotiation, and signed contract.  Create territory, vertical, and account strategies that focus the team on the best opportunities across banking, finance, healthcare, and other regulated markets.  Actively support strategic and complex opportunities by joining discovery calls, demos, executive conversations, pricing discussions, and negotiations.  Use performance data to identify gaps, remove obstacles, improve conversion, and guide individual and team priorities.  Partner with marketing to improve lead follow-up, campaign conversion, event execution, and market messaging.  Collaborate with product, customer success, consulting, and leadership to bring client feedback into go-to-market decisions and ensure a strong handoff after the sale.  Recruit, onboard, and develop sales talent as the TRAC business grows.  Build fluency across TRAC capabilities, competitive positioning, and the business value the platform delivers.  Represent SBS at client meetings, industry events, trade shows, and conferences.  Stay current on cybersecurity trends and regulatory frameworks such as FFIEC, NIST, HIPAA, and GLBA so the team sells with credibility.  How Success Will Be Measured  Team attainment against bookings and revenue goals.  Pipeline coverage, quality, velocity, and conversion by stage.  Consistent and reliable forecast accuracy.  Strong CRM adoption and opportunity management discipline.  Individual seller development, ramp, productivity, and retention.  Effective cross-functional execution and a smooth client handoff.  QualificationsWhat You Bring  A bachelor's degree in business, marketing, technology, or a related field, or equivalent relevant experience.  5+ years of successful B2B software or SaaS sales experience, ideally in cybersecurity, risk management, compliance, or another complex solution category.  2+ years of sales leadership, team lead, or formal coaching experience with clear accountability for team performance.  A track record of improving pipeline execution, forecast discipline, and sales results.  Strong coaching, communication, presentation, negotiation, and executive-level relationship skills.  The ability to inspect the details of a deal while keeping the team focused on the larger business goals.  A practical, proactive leadership style that combines clear expectations, direct feedback, support, and accountability.  Comfort using CRM data, sales metrics, Microsoft Office, and web conferencing tools to manage performance and make decisions.  The ability to manage multiple priorities, deadlines, and interruptions without losing focus on the highest-impact work.  Willingness to travel up to 25% of the time.  What Would Excite Us  Experience leading a sales team in a high-growth or evolving SaaS environment.  Experience selling into highly regulated industries such as banking, financial services, or healthcare.  Knowledge of cybersecurity frameworks such as NIST, CRI, or FFIEC guidance.  Familiarity with GRC, risk assessment, compliance, or cybersecurity software.  Experience shaping sales process, compensation, territory design, or go-to-market strategy.  A history of developing sellers into consistent, consultative performers.  Benefits  Competitive salary and incentive structure.  Medical, dental, and vision insurance.  Simple IRA plan with company match.  Life and disability insurance.  Paid time off and holidays.  Professional development and training opportunities.  Flexible work arrangements in a collaborative environment.  The Details  This is a full-time, remote position. Standard hours are Monday-Friday, 8:00 a.m.-5:00 p.m. CT, with evening or weekend work possible as job duties demand.  The position requires travel to client meetings, team gatherings, and industry events.  The role involves regular writing, keyboarding, speaking, and listening in a professional office-type setting, along with occasional walking, standing, and reaching. Reasonable accommodations are available for individuals with disabilities.  Success in this role requires strong analytical reasoning, clear communication, sound judgment, and the ability to manage deadlines, concurrent priorities, and interruptions with focus.  This description reflects the experience we believe sets someone up to succeed here, not an exhaustive list of every responsibility. Additional duties may be assigned as the role and TRAC's market grow.  We comply with the ADA and consider reasonable accommodation measures that may be necessary for eligible applicants/employees to perform essential functions. Supervisory Responsibility This position has no supervisory responsibilities. Work Environment This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, scanners, and filing cabinets. It will require working closely with others as well as being alone. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to figure, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear; and taste or smell. The employee must occasionally life or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. PAY TRANSPARENCY NONDISCRIMINATION PROVISION We 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 the employer, or (c) consistent with the legal duty of the contractor to furnish information. SBS CyberSecurity, LLC is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, disability, or status of protected veteran. EEO/AA/M/F/Veteran/Disabled