Commercial Sales Manager, Anrok
+ Equity
Sales tax solution for SaaS businesses
Open for applications
Sales tax solution for SaaS businesses
21-100 employees
Open for applications
+ Equity
21-100 employees
Company mission
To be the compliance platform powering the digital economy.
Role
Who you are
- You understand what it takes to hit aggressive targets while building sustainable, repeatable sales motions
- You're equally comfortable diving into deals with your team as you are building the systems and coaching that enable them to close independently
- 3-5 years of experience managing Account Executives in a SaaS or B2B sales environment, with a proven track record of team quota attainment
- Prior experience as a quota-carrying Account Executive with a history of exceeding sales goals before moving into management
- You've been in the seat as a top-performing AE and have successfully developed others to achieve the same success
- Demonstrated success developing and promoting AEs on your team, with specific examples of career progression you've enabled
- Experience managing teams through periods of growth and change, adapting processes and coaching approaches as the business scales
- Strong understanding of sales fundamentals including pipeline management, forecasting accuracy, and deal qualification methodologies (MEDDPICC)
- Exceptional coaching skills with the ability to diagnose performance gaps and provide actionable feedback that drives improvement
- Track record of hiring top sales talent and successfully ramping new team members to full productivity
- Collaborative leadership style with the ability to influence cross-functionally and build strong relationships across the organization
- Data-driven approach to decision making, comfortable using CRM and sales analytics tools to inform strategy
- Experience selling to finance leaders, operations teams, or other business decision-makers at startup and SMB companies preferred
What the job involves
- As our Commercial Account Executive Manager, you'll build, coach, and scale our team of 7 AEs initially selling Anrok's tax compliance platform to high-growth startups and SMB customers
- You'll drive team performance, refine our sales playbook, and contribute to pipeline generation—all while fostering a culture of excellence and continuous improvement in the sales process
- Lead, mentor, and develop a team of 7 Commercial Account Executives to consistently meet or exceed quota targets
- Drive team performance through effective coaching, deal strategy, and accountability while maintaining high morale and engagement
- Build and refine our commercial sales playbook, iterating on processes, messaging, and best practices as we scale
- Partner with Sales Development, Marketing, Product, and Revenue Operations to optimize lead flow, conversion rates, and sales efficiency
- Forecast accurately and manage pipeline health across your team, identifying risks and opportunities early
- Conduct regular 1:1s, deal reviews, and QBRs to ensure team members have the support and resources they need to succeed
- Hire, onboard, and ramp new AEs as we continue to grow the commercial sales organization
- Collaborate with sales leadership to define territory assignments, quota allocation, and compensation structures
- Identify high-potential team members and create career development paths that support internal promotions
- Model best practices in sales execution by staying close to customer conversations and occasionally engaging in strategic deals
Our take
Software is becoming an increasingly taxable enterprise, in increasingly nuanced and jurisdiction-specific ways thanks to new rulings in the late 2010s. SaaS companies need to keep track of both their physical and economic nexuses, leaving many companies scrambling to stay compliant. Anrok has developed a simple API-based solution to help companies get there.
Anrok's no-code, out-of-the-box tool helps businesses easily calculate sales tax monitoring, calculation, and remittance wherever their product is used, and easily identify new exposures. It’s a simple solution to a complex problem, and the result for Anrok has been impressive funding and strong growth in the short few years it’s been in operation.
This will in part be thanks to the company’s astute pricing model: much like SaaS businesses themselves, it’s based on demand. This makes it scaleable enough to encompass both smaller and enterprise SaaS clients. This, in turn, means Anrok’s addressable market within the SaaS sector is substantial. And that’s a sector that in itself is continuing to see remarkable growth. All this makes it a promising, and as of yet fairly unchallenged, position that Anrok is carving out.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Aug 2022
$2m
SEED
Mar 2022
$0.2m
SEED
Total funding: $2.2m
Company benefits
- Company-wide holidays and paid time off
- 100% paid medical, dental, and vision
- Generous parental leave
- Bi=annual company-wide offsite or onsites
- One Medical membership
- Learning and development stipend
Company HQ
Bernal Heights, San Francisco, CA
Leadership
Michelle Valentine
(CEO)A Stanford grad, who worked in Investment Banking at Goldman Sachs, and then on Product at Airtable. Has also worked as an Investor at Index Ventures, and independently as an Angel with M Valentine LLC.
Kannan Goundan
(CTO)Has extensive experience as a Programmer at ViaSat, Fortify Software, Dropbox, and Airtable.
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