Sales Leader, New Business

The Role

We are hiring a Sales Leader, New Business Sales to lead and scale our frontline new business sales organization. This leader will oversee multiple Account Executives in a high-velocity environment, ensuring consistent, predictable revenue performance.

Your organization will collectively close high deal volume each month, and you will be responsible for building the systems, talent strategy, coaching standards, forecasting rigor, and operational structure that make that performance repeatable and scalable.

This role is both strategic and hands-on. You will set the vision, raise the bar on coaching excellence, drive forecasting precision, and partner cross-functionally to unlock the next stage of growth for the new business segment.

What You’ll Do

Lead & Scale the Organization

• Lead multiple Account Executives.

• Build organizational structure to support scale, including headcount planning and capacity modeling.

• Establish performance standards, accountability systems, and coaching frameworks across teams.

• Develop internal leadership bench strength and succession planning.

Elevate Coaching & Sales Excellence

• Define and standardize call coaching expectations across managers (heavy Gong usage).

• Inspect coaching quality and ensure consistency in discovery, messaging, qualification, urgency creation, and closing.

• Identify skill gaps across the org and partner with Enablement to build targeted development programs.

• Maintain a hands-on presence in strategic deals and manager development.

Own Revenue Predictability & Forecast Accuracy

• Own monthly and quarterly new business forecasts across all teams.

• Implement disciplined pipeline inspection and qualification standards.

• Drive forecast accuracy through rigorous methodology and inspection.

• Leverage Salesforce, Gong, and reporting dashboards to identify trends, risks, and growth opportunities.

Drive Pipeline Health & Performance

• Ensure consistent pipeline generation, coverage, and velocity across segments.

• Identify systemic gaps in pipeline creation, conversion, or follow-up discipline.

• Partner with Marketing and RevOps to improve demand generation alignment and performance visibility.

Operational & Cross-Functional Leadership

• Partner with Sales Ops, RevOps, Enablement, Client Experience, and Marketing to improve process, tooling, and execution.

• Ensure consistent adoption and excellence in Salesforce, Gong, Slack, and sales methodologies.

• Use data to diagnose performance gaps, coach leaders, and guide strategic decisions.

What You'll Bring

Required

• 8+ years of sales experience with 3–5+ years leading Account Executives

• Proven success scaling high-velocity sales teams in a high-accountability environment.

• Demonstrated track record of driving predictable revenue growth and forecast accuracy.

• Strong experience building coaching cultures grounded in call review and skill development.

• Expertise in pipeline inspection, qualification methodology, and performance management.

• Advanced proficiency in Salesforce and modern sales analytics tools.

• Strong executive presence and ability to influence cross-functional stakeholders.

What Makes You Stand Out

• Background in SaaS, EdTech, or selling to public-sector or K-12 decision makers.

• Experience in expansion strategies within an existing client base.

• Experience operating in high-growth environments undergoing scale transitions.

Travel Requirements

If remote, plan to travel to the Little Rock office ~2–3 times per quarter for 3–4 days.