O'Reilly Media
Senior Sales Manager, SaaS
Atlas Development | SF Bay Area, New York or Greater Boston area, CA, United States

O’Reilly Media, a leading integrated media and technology company is seeking a Senior Sales Manager to lead the sales development of its ground-breaking SaaS publishing platform, Atlas. Publishing systems, like many other systems, are moving to the Cloud with the result being more efficient workflows, greater collaboration and faster time to market, especially for content that is “born digital”. Reporting to the VP of Corporate Development of the Atlas team, the Sales Manager will lead the development of our sales strategy and will be responsible for generating enterprise sales for the Atlas SaaS offering.
The Sales Manager works closely with the entire Atlas team to lead the sales strategy for Atlas, develop enterprise sales opportunities, and achieve sales targets.  In addition, the Sales Manager will be responsible for both closing sales and developing a team of sales professionals and account managers that will execute our go-to-market strategy.  The preferred location for this position is the San Francisco Bay Area, Metropolitan New York or Boston but we will consider strong candidates in any US locality.

  • Generate sales to meet and exceed budget targets.
  • Maintain major account pipeline using creative lead generation and prospecting methods.
  • Develop and maintain executive-level relationships at a strategic level with prospective clients, particularly decision makers that control budget allocations for the product line.
  • Attend in-person meetings with customers as necessary to develop or manage key relationships.
  • Engage in product demonstrations with potential clients.
  • Negotiate SaaS contracts with prospective clients.
  • Engage customers in product feedback sessions.
  • Influence the development, support, and execution of a go-to-market strategy for new verticals.
  • Develop a written sales plan for each market segment, focusing on strong strategic relationships with key customers as well as outreach to new customers.
  • Scale and grow existing accounts to their full potential.
  • Provide management with pipeline reports and forecasts in a timely manner.
  • Direct experience with high-technology and software markets.
  • Knowledge of software or hardware documentation and publishing markets.
  • Experience selling Software-as-a-Service products and offerings to enterprise customers.
  • Demonstrated ability to identify and access new market segments.
  • Demonstrated ability to close the sale.
  • Experience with account management methodologies, in particular Strategic & Conceptual Selling from Miller-Heiman.
  • Demonstrated ability to make effective presentations to executive management (C-level).
  • Excellent written, verbal and presentation skills.
  • Proficiency with salesforce.com, word processing, spreadsheet, Internet searches, and email applications
  • Ability to do long-range sales planning and forecasting.
  • Ability to organize and prioritize work, and manage multiple projects and overlapping deadlines
  • Ability to manage to revenue and cost targets.
  • Ability to work in a close-knit team, provide and accept feedback in a professional manner, and support co-workers in achievement of common goals.
  • Abilityto juggle conflicting priorities; maintain flexibility to allow for last minute changes.
  • Four-year college degree in Business, Marketing, or Management, or related area of study, or a combination of relevant education and experience.
  • 3+ years experience in senior-level sales role.
  • 3+ years experience in SaaS sales.
  • Must be able to travel up to 25% of the time, including weekends and holidays.