Redefine the future of customer experiences. One conversation at a time.
We’re changing the game with a first-of-its-kind, conversation-centric platform that unifies team collaboration and customer experience in one place. Powered by AI, built by amazing humans.
Our culture is forward-thinking, customer-obsessed and built on an unwavering belief that connection fuels business and life; connections to our customers with our signature Amazing Service®, our products and services, and most importantly, each other. Since 2008, 100,000+ companies and 1M+ users rely on Nextiva for customer and team communication.
If you’re ready to collaborate and create with amazing people, let your personality shine and be on the frontlines of helping businesses deliver amazing experiences, you’re in the right place.
Build Amazing - Deliver Amazing - Live Amazing - Be Amazing
The Inside (Direct) Sales Manager’s mission is simple… to grow the business and lead a team of Direct Sales Account Executives enabling everyone to grow their career and make an impact!
The Manager will drive results of a team of 8-10 quota-carrying AEs by developing the team and driving daily sales activity in accordance with Nextiva’s sales methodology to exceed assigned monthly sales revenue targets. They will view challenges as opportunities and look beyond the quota to focus on potential, never settling. They have the ability and desire to thrive in a fast paced, rapid growth environment, with perseverance to find creative and effective ways to increase productivity and results.
The Manager will be a player-coach. They will develop skills of their team, hold everyone accountable and inspire a high-performance culture. They will be hands on and lead from the front, personally demonstrating the skills required to succeed. When needed, they will step in and close business to ensure the team exceeds their target. They will be approachable, available, accountable, and trustworthy. Finally, they will be organized and planful, always ensuring there is a structured path for each member of their team daily, weekly, monthly and quarterly.
You will Rock this Role if you have the following characteristics:
Manage Execution
Use a structured yet agile Customer Centric methodology to understand the customer’s needs and propose solutions for their business
Proactively manage pipeline, accurately forecasting daily/weekly/monthly bookings for each AE and the team
Manage team and AE productivity with consistent measurement and inspection of sales performance and KPIs
Coach and support AEs in generating and qualifying leads, leading product demo, handling objections and closing to exceed quota
Maintain an Amazing Service culture, starting from the customer’s initial contact
Develop a sense of urgency to close all customer conversations to beat the competition
Build Effective Teams
Lead from the front, being resilient, with passion and desire to win
Hold regular 1:1’s and team meetings to review previous results, active and aged pipeline, discuss lessons learned and coach areas for improvement
Hold AEs accountable to daily performance standards/KPIs
Teach and demonstrate strong value-selling behaviors that will drive results when needed
Stay current on industry developments and teach your teams to drive continuous improvement in sales skills and product knowledge
Understand how to motivate the team, and implement team contests/recognition to boost competition and instill fun
Develop simplicity, forward-thinking and caring in the team culture
Manage under performers proactively, with transparent communication, improvement plans and replacement criteria to maintain high standards of performance and ensure team success
Proactively seeks feedback from others
Open to constructive feedback and talking about how to address shortcomings
Admits mistakes and gains insights from experience
Sales Tools and Selling Process Effectiveness
Demonstrate discipline and rigor in having a plan to manage the day/week/month/quarter and teaching team members to do the same
Coach and hold AEs accountable for following sales methodology and process on all customer interactions
Demonstrate proficiency with the use of Salesforce (sales stages, account, opportunity, quoting, and Salesforce reporting) to inspect and manage team performance
Familiarity with sales tools and processes to strengthen AE performance (LinkedIn Sales Navigator, ZoomInfo)
Enforce good systems and tools hygiene for accurate forecasting and customer insight
Build Collaborative Relationships
Work in partnership with Marketing on demand generation programs required to exceed target
Collaborate with Sales Operations and L&D and to identify/execute incremental sales skills or product training to improve close ratios and increase productivity
Shows leadership and confidence under pressure and through adversity to help others stay focused
Connects and participates in industry forums or groups to stay on the leading edge of the industry and share best practices
Quickly bounces back from setbacks by restoring performance to KPIs
Ensure a positive hand-off to the Customer Success team that promotes a one-Nextiva customer experience
Must Haves:
5+ years of high-performance leading Direct Sales teams in a SaaS, general technology or telecommunications environment
Demonstrated prior success in achieving measurable business goals in a high velocity sales environment
Experience in a fast-paced, high growth business environment
Advanced proficiency in SalesForce.com, and competent in Word and Excel
Demonstrates business insight
Flexibility to work shifts that cover coast-to-coast hours. Sales team hours can start as early as 5AM for the East Coast and as late as 9AM for the West Coast. Direct Sales Manager may be required to be “on call” from time to time before or after their core hours to assist their team.
Willingness to work 100% on-site at our Scottsdale HQ
Metrics of Success (KPIs): Performance and effectiveness will be evaluated on the influence and impact the Manager has on the team’s results and will include the following.
Prospecting – number of quality new leads acquired
Close ratio – lead to quote, quote to sale, one call close
Time to close – from lead to close
MRR – Monthly recurring revenue
Attrition of team members – regrettable vs. non-regrettable
Nextiva Core Competencies / DNA:
Drives Results: The successful candidate will be action oriented, with a passion for solving problems. They will bring clarity and simplicity to ambiguous situations. This individual will challenge the status quo; asking what we can do differently and finding ways to create and build more success. They are a change agent, prepared to lead and drive changes as we transform.
Critical Thinker: The successful candidate is fact based and data driven, able to understand and articulate the “why,” identifying key drivers and learning from the past. They are forward-thinking, anticipating problems before they arise. They’ll recommend and action well thought out solutions, understanding the risks and dependencies.
Right Attitude: The successful candidate will be team-oriented, collaborative and competitive with a winning mindset; they’re resilient and able to easily bounce back from setbacks. They will be able to zoom in / out, willing to be hands-on to help solve important problems while being a motivating figure for the team along the way. They will embrace a culture of service and learning with a focus on caring, supporting and respecting our customers and team members.
Total Rewards
Our Total Rewards offerings are designed to allow Nexties to take care of themselves and their families so they can be their best, in and out of the office.
Our compensation packages are tailored to each role and candidate's qualifications. We consider a wide range of factors, including skills, experience, training, and certifications, when determining compensation. We aim to offer competitive salaries or wages that reflect the value you bring to our team. Depending on the position, compensation may include base salary and/or hourly wages, incentives, or bonuses.
Health 🍏 - Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage
Insurance 💼 - Life, disability, and supplemental indemnity plans
Work-Life Balance ⚖️ - Flexible Time Off (FTO) for salaried employees, PTO for hourly employees, Paid Sick Time (PST), paid parental bonding leave, and paid holidays
Financial Security 💰 - 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA
Wellness 🤸 - Employee Assistance Program and comprehensive wellness initiatives
Growth 🌱 - Access to ongoing learning and development opportunities and career advancement
At Nextiva, we're committed to supporting our employees' health, well-being, and professional growth. Join us and build a rewarding career!
Interested in joining our amazing team at Nextiva HQ? Apply today as we launch the future of business conversations! 🚀
Established in 2008 and headquartered in Scottsdale, Arizona, Nextiva secured $200M from Goldman Sachs in late 2021, valuing the company at $2.7B.To check out what’s going on at Nextiva, check us out on Instagram, Instagram (MX), YouTube, LinkedIn, and the Nextiva blog.
Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS.