Senior Sales Manager, FreshBooks

• 5+ years experience as a successful Sales Professional
• 2+ years as a successful Sales Leader who has managed a team of 5+ reps preferred
• Experience in the accounting industry including selling technology to accountants
• Demonstrated effectiveness in upsell and cross-sell experience with accountants
• Created and managed initiatives that resulted in a significant measurable impact
• Demonstrated leadership, strong communication skills and comfortable with presentations
• Strong communication skills will the ability to tackle cross-functional work, building relationship and influence
• Experience with data analysis and/or reporting
• Understanding of Software-as-a Service (SaaS) revenue funnel as it applies to accountants and a one-to-many sales model
• Ability to effectively utilize CRM tools (Salesforce) to monitor performance and effectiveness of Lead generation and complete Opportunity Funnel

Desirable

• Reporting into the VP of Sales North America, this is a crucial role within the organization and the Sales Organization, as Accountants are a high priority opportunity for FreshBooks
• You will be responsible for managing a sales team that will begin with 4 Partner Sales Consultants growing to 8 by the end of 2024
• You will be responsible for managing this team in addition to collaborating with the GM of Accountants to continue to improve and refine the Accountant Channel Sales strategy and execution of closing revenue from our Accountant Channel
• The Senior Sales Manager for the Accountant Channel will also be responsible for sales forecasting, analytics, productivity, processes, playbooks, training, CRM maintenance (Salesforce.com) and other sales support functions
• You wake up everyday energized thinking about how you will lead your team to overachieve on your revenue goals
• Develop and maintain expert knowledge of FreshBooks core products, modern accountants and how the two intersect
• Build a business plan and prospect strategy for finding net new FreshBooks Accounting Partners to build your team’s pipeline
• Develop new call/email scripts, define sales territories within North America, create rules of engagement, and anything else that will help drive results for your organization
• Review reports, data, insights, sales activities, accountant characteristics in an effort to always be looking for opportunities to gain efficiencies, increase conversions, and optimize resources and efforts
• Lead, manage and mentor the Partner Consultant team on sales strategies, building long term relationships with their accounts, leaning into customer success principles and consultative, one-to-many style selling
• Keep the team up to date with the evolution of the accounting industry and provide ongoing relevant training as the FreshBooks product evolves to meet the needs of the market
• Ensure your team meets or exceeds monthly revenue and upgrades targets through effective prospecting and communication with accountants in North America
• Maintain a world-class sales culture focused on delivering revenue results
• Complete accurate weekly/monthly sales forecasts, activity reports and business presentations in a timely manner
• Collaborate with internal departments to develop effective sales strategies and marketing campaigns unique to the GTM motions and sales cycles for accountants and bookkeepers
• Coordinate with other departments to ensure your team garners the support and knowledge sharing needed for them to be successful and accountants to be effectively managed
• Work closely with other sales leaders to ensure aligned Rules of Engagement (ROE) and positive collaboration among the different accountant and non-accountant oriented sales orgs
• Maintain a regular cadence of communication and feedback loops with other departments, including but not limited to, support, product, and marketing within the Accountants’ line of business to ensure visibility to the sales team’s activities, findings, and needs as well as bringing knowledge from other departments into the day to day work of your team
• Facilitate a deeper understanding of the product functionality across the Partner Consultant team and educating them on how to expand their abilities to sell across multiple FreshBooks products
• Attendance at accounting conferences (in coordination with the Partner Program team) to build industry relationships, increase leads and drive sales (light to moderate travel required)
• Manage the Partner Sales Consultant team's compensation plans and ensure accurate communication to GM of Accountants, VP of NA Sales, and the finance department
• Work from and continue to evolve and maintain the Partner Consultant sales playbook to train the team and keep them in alignment with changes in the program, product, and processes for working with and qualifying aligned accountants and firms
• Build and maintain sales processes to successfully sell to modern accountants, scale the sales team and multiply the upgrade targets