Role Description The role as a Software Sales Manager is pivotal in ensuring customer satisfaction, driving platform usage, and supporting overall business growth. In addition to managing customer relationships and adoption, this role provides frontline sales leadership, coaching, and performance oversight for the sales/account management business functions. - Own achievement of team revenue objectives, including new business acquisition, renewals, expansion revenue, and customer retention targets. - Drive predictable revenue growth through effective pipeline management, forecasting, and execution. - Lead, mentor, and develop Account Executives and Account Managers to maximize individual and team performance. - Establish clear performance expectations, goals, and accountability measures aligned with company objectives. - Conduct regular one-on-one coaching sessions, performance reviews, and career development discussions. - Develop talent pipelines and succession plans to support organizational growth. - Address performance challenges through timely coaching, development plans, and corrective action when necessary. - Foster a high-performance, customer-focused sales culture built on accountability, collaboration, and continuous improvement. - Develop and maintain strong relationships with key Customer Stakeholders, ensuring a deep understanding of their business objectives, challenges, and success criteria. - Proactively identify and mitigate customer risks while partnering with Customer Success and Support teams to drive satisfaction and long-term retention. - Participate in executive-level customer meetings, renewal discussions, business reviews, and strategic account planning sessions. - Build and maintain account growth plans that identify retention risks, adoption opportunities, and expansion potential. - Drive customer adoption and value realization by monitoring and promoting key engagement metrics, including user growth, active users, platform utilization, quote activity, and AI feature usage. - Identify opportunities to expand platform value within customer accounts and partner with customers to maximize business outcomes. - Establish adoption benchmarks and monitor account-level usage trends to identify retention risks and growth opportunities. - Collaborate with customers to develop action plans that increase adoption, improve operational outcomes, and maximize return on investment. - Provide strategic coaching and support to Account Executives and Account Managers to improve sales effectiveness, customer outcomes, and revenue performance. - Support new customer acquisition efforts through deal coaching, opportunity strategy, negotiation support, and sales process execution. - Conduct regular pipeline, account, and forecast reviews to ensure alignment with revenue objectives and business priorities. - Reinforce best practices in prospecting, customer engagement, solution positioning, value-based selling, and account growth. - Support onboarding and continuous development of team members through training, mentoring, shadowing, and feedback. - Serve as the primary escalation point for complex sales, customer, and account-related issues. - Monitor pipeline health, opportunity progression, sales cycle effectiveness, and forecast accuracy across the organization. - Ensure sufficient pipeline coverage and opportunity generation to achieve revenue targets. - Maintain awareness of competitive solutions and coach team members on competitive positioning and differentiation strategies. - Develop and maintain reporting on key performance indicators, including revenue attainment, customer retention, platform adoption, account health, pipeline coverage, forecast accuracy, and expansion opportunities. - Deliver weekly, monthly, and quarterly performance reporting to Senior Leadership. - Ensure CRM data integrity and consistent documentation of customer interactions, opportunities, forecasts, and account activities. - Assess and report account health, customer risk factors, retention forecasts, and expansion opportunities on a monthly and quarterly basis. - Analyze trends, identify causes of performance challenges, and recommend corrective actions to improve business outcomes. - Maintain a deep understanding of the software platform, its capabilities, and its application within the wholesale distribution industry. - Leverage product expertise to support solution positioning, customer adoption, and revenue growth initiatives. - Partner with Product, Customer Success, Marketing, Implementation, and Support teams to communicate customer feedback, improve customer outcomes, and influence future product enhancements. - Develop a thorough understanding of customer business processes, workflows, operational challenges, and strategic goals. - Tailor recommendations and solution strategies to align with each customer's unique business requirements and objectives. - Identify opportunities to improve customer efficiency, productivity, and overall business outcomes through expanded platform utilization. - Develop and share best practices, training materials, and educational content that help customers maximize value from the platform. - Conduct training sessions, webinars, workshops, and customer education initiatives to improve adoption and proficiency. - Collaborate with internal teams to improve customer onboarding and enablement programs. - Maintain awareness of industry trends, market developments, competitor offerings, and emerging technologies. - Share relevant insights with customers and internal teams to support innovation, customer success, and competitive differentiation. - Serve as a trusted advisor by connecting industry best practices to customer business objectives. - Provide market and customer feedback to leadership to support product strategy, go-to-market initiatives, and organizational planning. - Ensure proactive and consistent executive and operational engagement across customer accounts through structured communication and business review processes. - Monitor customer satisfaction metrics and feedback, taking appropriate action to address concerns and improve customer outcomes. - Partner with internal teams to resolve customer issues and ensure a positive customer experience. - Track progress toward individual, team, and organizational objectives using clearly defined performance metrics. - Develop and maintain customer and team scorecards that measure key success indicators and support data-driven decision-making. - Regularly review performance results and implement improvement plans where necessary. - Travel as needed to customer sites, industry events, and company meetings to support revenue growth, customer retention, and strategic relationship development. Qualifications - Bachelor’s Degree or equivalent experience. - 7+ years in SaaS direct sales leadership and customer success in life sciences/pharmaceutical regulatory industries. - Customer-centric attitude with a passion for helping customers succeed and delivering exceptional service. - Strong learning mindset with ability to deeply understand software and pharmaceutical regulatory environments. - Organizational skills with strong time management and prioritization abilities. - Excellent written and verbal communication skills. - Technical proficiency with CRM systems, data analysis tools, and new technologies. - Knowledge of eQMS market and regulatory/compliance frameworks for life sciences is a plus. - Prior experience in coaching, mentoring, or leading sales/account teams is strongly preferred. Requirements - Proactive and Self-Motivated: Ability to work independently with a focus on achieving measurable results. - Performance Tracking & Accountability: Precision in tracking and reporting on metrics that impact customer satisfaction and business growth. - Curiosity and Learning: An eagerness to learn and grow, both in terms of product knowledge and industry expertise. - Resilience: Ability to handle setbacks or challenges with a positive and solution-oriented mindset. - Proven record of delivering high quality presentations and business proposals/contracts under tight timelines. - Highly organized in planning and time management, with the ability to multi-task. Benefits - Medical, Dental, and Vision - PSC pays 100% of all qualifying employee medical premiums and 50% for qualifying dependents. - Insurance options for Employee Assistance Programs, Basic Life Insurance, Short/Long Term Disability and more. - 401(k) and 401(k) matching. - PTO, Sick Time, and Paid Holidays. - Education Assistance. - Pet Insurance. - Membership discounts and other perks/services at qualifying gyms like Anytime Fitness, 24-Hour Fitness, and more. - Financial Perks and Discounts. - Salary bracket for this role is set between $140,000 - $160,000 annually, adjusted based on qualifications, skills, and professional experience. - This position is eligible for commission pay and commission is a component of the total compensation package. Equal Opportunity Employment Statement PSC Biotech is committed to a policy of Equal Employment Opportunity with respect to all employees, interns, and applicants for employment. Consistent with this commitment, our policy is to comply with all applicable federal, state and local laws concerning employment discrimination. Accordingly, the Company prohibits discrimination against qualified employees, interns and applicants in all aspects of employment including, but not limited to: recruitment, interviewing, hiring (or failure or refusal to hire), evaluation, compensation, promotion, job assignment, transfer, demotion, training, leaves of absence, layoff, benefits, use of facilities, working conditions, termination and employer-sponsored activities and programs, including wellness, social and recreational programs. Employment decisions will be made without regard to an applicant’s, employee’s, or intern’s actual or perceived: race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age (40 or older), disability, genetic information, or any other status protected by law.