Manager, Commercial Sales - East

Responsibilities

• Lead, coach, and develop a team of Commercial Account Executives selling into the sub-250 employee segment — helping them close faster, think more technically, and operate with greater autonomy over time.
• Own the Commercial segment number. You're accountable for team attainment, pipeline health, and forecast accuracy — and you'll be expected to have a clear point of view on both at any given moment.
• Build the playbook. Document what's working, codify best practices, and create repeatable frameworks for technical discovery, objection handling, and deal progression that the team can scale.
• Partner cross-functionally with Solutions Engineering, Product, and Marketing to ensure the Commercial team has the support, enablement, and feedback loops they need to win.
• Identify patterns across the pipeline — where deals stall, where we lose, and where we consistently win — and use those insights to improve team performance and inform product and GTM decisions.
• Contribute to the broader Commercial strategy, including segmentation, coverage model, and how we evolve the motion as the team scales.

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