Manager, Sales - Mid Market, Farmer (East Coast)

At NAVEX, we're transforming the world-making it safer, more ethical, and ensuring every voice is heard. That's real impact. Our high-performance culture is driven by our values . . We move with speed, passion and purpose - as one team. We are bold in our ideas, accountable in our actions, and committed to doing the right things right. As our Sales Manager, you will directly influence our ability and your team's ability to continue making a positive impact in the world by offering our products and services! You will be responsible for one of our regional sales teams and demonstrate strong leadership skills, rigorous management of activities, and accountability for plan achievement. As a member of the sales management team, you will lead a team of east coast based Mid-Market Account Executives responsible for driving new revenue through cross-sell and upsell opportunities within our existing customer base. You will also develop and implement a strategic business plan and direct sales forecasting activities. What you'll get: Meaningful Purpose. Your work helps organizations operate with integrity and protect their people-at a scale few companies can match. High-Performance Environment. We move with urgency, set ambitious goals, and expect excellence. You'll be trusted with real ownership and supported to do the best work of your career. Candid, Supportive Culture. We communicate openly, challenge ideas-not people-and value teammates who embrace bold thinking and continuous improvement. Growth That Matters. You can count on authentic feedback, strong accountability, and leaders invested in your success so you can achieve real growth. Rewards for Results. We provide clear, competitive compensation designed to recognize measurable outcomes and real impact. What you'll do: Lead team performance by managing the pipeline rigorously, ensuring quality, coverage, and forecast accuracy Drive consistency by ensuring adoption of sales processes, methodologies, and tools Coach AEs to improve deal qualification, pursuit planning, and objection management Support key deals by guiding strategic negotiation and deal execution Use data and inspection to identify gaps and improve team effectiveness Develop talent through ongoing coaching, feedback, and performance management Align team execution to broader business strategy and market needs What you'll bring: 5+ years of relevant sales experience, 5+ years of relevant sales leadership experience in the software industry Strong business management skills and a track record of understanding a sales consulting methodology, such as strategic selling, Miller Heiman, Solution Selling, SPIN or Challenger Significant experience with one or more vertical industry markets and experience in positioning products and services to match customer needs The ability to manage multiple projects with tight deadlines simultaneously Proficiency with CRM usage (Salesforce.com a plus) Strong leadership and consensus building skills to influence others based on your credibility and shared respect and strategic planning experience Quantitative analytical skills, including pipeline management and forecasting A proven track record in developing and leading successful sales teams, including managing underperformance and strong quantitative analytical skills for pipeline management and forecasting Excellent verbal and written communication skills, presentations skills and a commitment to collaborate with a variety of people Culture Agility. Comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through AI Readiness . Curiosity and willingness to use AI and emerging technologies to elevate your work and deliver smarter outcomes Fuel performance and outcomes. Leverage your job competencies and champion NAVEX's core values Our side of the deal: We'll be clear, we'll move fast, and we'll invest in your success. You deserve to be supported, challenged, and rewarded for the impact you