Sales Manager

ABOUT WORKSTAND:

Workstand provides commerce software, marketing services, and data solutions to help independent bicycle retailers and suppliers achieve profitable growth. Workstand isn’t your typical software company or your typical bike industry company. We are a privately owned small business serving an important niche, striving for mutual success and sustainability for every retailer and supplier in the cycling industry.

Workstand has been voted one of Outside Magazine's Best Places to Work for six years. We offer fully remote work with an engaging culture, compelling work, and strategic clarity. All clients are in the bicycle industry, so work days are fun and interesting. We support one another and achieve our goals as a team. Each person, at every level, has an impact.

Total Rewards and Perks include; fully remote work environment, flexible scheduling, comprehensive medical, dental, and vision packages for employees and eligible family members, 401(k) plan, paid volunteering, paid professional development, and discounts on products, bikes, and gear. We offer an accrued PTO program of 14 days in your first year as well as sick time and ten paid holidays. Employees are eligible for bonuses.

JOB PURPOSE: 

The Sales Manager develops and leads a high-performing sales team, driving revenue growth through a repeatable, data-driven sales process. This role owns outbound execution, team performance, and sales processes, while partnering closely with the Marketing Team to improve lead generation and conversion. The Sales Manager will sell directly, build strategic external relationships, and champion the Workstand platform in the market. This is a revenue-generating leadership role with a base salary and commission component tied to team and individual performance.

REPORTING STRUCTURE: 

This position is part of the Sales Department and reports to the President. This position has direct reports and is a remote position.

JOB FUNCTIONS:

• Manage Sales Team performance using clear metrics, modern SaaS sales methodologies, and scalable, repeatable, documented processes.
• Establish and maintain a normalized outbound motion (process, activity expectations, reporting cadence) and review results regularly with the team.
• Create and own revenue targets and leading indicators, along with coaching all levels of team members on progressing opportunities through each funnel stage.
• Recruit, onboard, and continuously coach direct reports, holding team members accountable while leading tough performance conversations when needed.
• Champion the Workstand Platform: Serve as an expert and advocate for the services value proposition. Educate prospects and internal stakeholders through demos, webinars, presentations, podcasts, and other public-facing opportunities.
• Assist in coordinating marketing campaigns and testing to improve lead quality and conversion; contribute to continuous improvements in lead generation and nurture.
• Maintain pipeline hygiene and forecasting discipline; use CRM insights to coach the team and support marketing initiatives.
• Be hands-on with selling, including relationship building with key suppliers, outside reps for referrals, and high-value prospects (some travel expected).
• Develop partnerships that support lead generation, brand building, and retention of existing clients.
• Analyze the Competitive Landscape: Monitor competitors and document insights, helping Workstand understand its market position and make strategic decisions.
• Manage the Sales Team commission and bonus structure.

This is not a comprehensive list of possible responsibilities, tasks and duties. There are a variety of other duties that will need to be completed on an as needed basis.

QUALIFICATIONS:

• 6+ years of sales experience, with professional experience leading and/or developing a sales team.
• Proven track record of meeting/exceeding targets; comfortable being hands-on in the deal cycle.
• Experience building or scaling outbound sales processes and implementing consistent performance management.
• Strong command of CRM best practices (pipeline management, forecasting, reporting, coaching through data), Hubspot experience is a plus.
• Excellent coaching, communication, and accountability skills, including comfort with direct feedback and difficult conversations.
• Highly motivated and resilient—driven to sell and coach through changing market conditions.

Limited domestic travel is a requirement.