Sales Manager (Outside Sales | MSP & IT Services)

Sales Manager (Outside Sales | MSP & IT Services)
Position Type:
Full-Time, Remote
Location:
Remote (must have real-time overlap with U.S. Eastern business hours)
Reports To:
CEO
About the Role
At Pavago, one of our clients is hiring an experienced
Sales Manager
to lead and coach a team of
Outside Sales Representatives (OSRs)
through the complete B2B sales cycle.
This is
not
an SDR management role.
Instead of focusing solely on prospecting activity, you’ll own the entire sales motion—from pipeline generation and discovery through presentations, negotiations, closing, and account development—while coaching your team to consistently improve performance.
We’re looking for a leader who has personally carried a quota, built pipeline, closed deals, and understands what it takes to succeed in consultative B2B sales. If you’ve successfully transitioned from top-performing salesperson to hands-on sales leader and enjoy developing high-performing teams, this role is an excellent fit.
What You’ll Own
Full-Cycle Sales Leadership
Lead and coach Outside Sales Representatives across the complete sales cycle.
Support reps through:
Prospecting
Pipeline generation
Qualification
Discovery
Solution presentations
Objection handling
Negotiation
Closing
Account nurturing
Drive consistent execution of the sales process while improving win rates and sales effectiveness.
Sales Coaching & Team Development
Coach both experienced and junior sales representatives.
Conduct live coaching sessions during customer calls.
Review recorded calls and provide actionable feedback.
Help reps improve discovery, positioning, negotiation, and closing skills.
Build a culture of continuous learning and accountability.
Sales Process & Playbook Development
Develop, refine, and document scalable sales processes.
Create structured playbooks, coaching guides, and best practices.
Standardize sales methodologies across the team.
Continuously improve workflows based on performance data and market feedback.
AI-Driven Sales Management
Leverage AI tools to improve coaching, sales execution, and operational efficiency.
Build and manage workflows using tools such as:
Claude Projects
Claude Code
Claude Cowork
Analyze sales calls, pipeline data, and team performance using AI.
Use AI to create and continuously improve sales documentation and playbooks.
Pipeline & Performance Management
Monitor pipeline health and forecasting accuracy.
Conduct pipeline reviews and deal strategy sessions.
Identify risks, bottlenecks, and opportunities.
Ensure CRM data remains accurate and up to date.
Track key sales metrics and coach toward continuous improvement.
Cross-Functional Collaboration
Partner with leadership to align sales strategy and business goals.
Share customer feedback and market insights with internal teams.
Support ongoing improvements to messaging, positioning, and sales enablement.
Requirements
Must-Have Qualifications
Experience
Proven experience managing
full-cycle B2B sales teams
.
Demonstrated success leading Outside Sales Representatives—not just SDR or appointment-setting teams.
Personal experience carrying a sales quota and closing complex B2B deals.
Experience generating your own pipeline, running discovery calls, presenting solutions, negotiating, and closing business.
Industry Knowledge
Strong background in
Managed Service Providers (MSP)
or
IT Services
is highly preferred.
Solid understanding of consultative technology sales processes.
AI & Technology
Hands-on experience using AI tools within daily sales operations.
Comfortable working with:
Claude Projects
Claude Code
Claude Cowork
Ability to use AI for:
Sales coaching
Pipeline analysis
Playbook creation
Process optimization
Leadership & Communication
Strong coaching, mentoring, and leadership abilities.
Experience writing and improving sales playbooks and processes.
Excellent verbal and written English communication skills.
Native or near-native English proficiency strongly preferred.
Availability to work during U.S. Eastern business hours.
Nice-to-Have
Experience selling or managing sales teams within:
Managed IT Services
Cybersecurity
Cloud Solutions
Professional Services
Experience building high-performing remote sales teams.
Familiarity with modern CRM platforms and sales analytics tools.
Experience implementing AI-driven sales enablement strategies.
What Makes You a Strong Fit
Proven full-cycle B2B sales leader.
Strong consultative selling mindset.
Excellent coach who develops people through structured feedback.
Process-oriented while remaining adaptable.
Comfortable balancing live coaching with asynchronous development.
Curious, technology-driven, and enthusiastic about AI.
High ownership, accountability, and continuous improvement mindset.
What a Typical Day Looks Like
Review pipeline health and forecast opportunities.
Conduct live coaching sessions with sales representatives.
Join discovery calls and deal strategy discussions.
Review recorded sales calls and provide coaching.
Develop and improve