Sales Manager

Key Responsibities:

• Serve as a player-coach, balancing direct ownership of strategic net-new opportunities with leadership, coaching, and development of a growing team of Account Executives.


• Carry an individual sales target and personally source, develop, and close strategic new-logo opportunities, particularly larger or more complex enterprise deals.


• Lead the team against new-logo bookings and ARR targets, establishing clear expectations and accountability for pipeline creation, opportunity progression, forecast accuracy, and closed business.


• Model effective enterprise selling behaviors by actively participating in prospecting, discovery, executive presentations, solution development, negotiation, and closing activities.


• Coach Account Executives through complex, multi-stakeholder SaaS sales cycles involving corporate real estate, facilities, finance, IT, operations, procurement, and executive leadership.


• Recruit, onboard, and ramp new sales talent as the team expands, helping build a high-performance culture focused on disciplined execution, continuous learning, and customer value.


• Drive consistent pipeline generation across both the individual and team books of business through territory planning, account prioritization, outbound prospecting, partner engagement, and coordination with Marketing and Business Development.


• Maintain rigorous deal inspection and forecasting processes, identifying risks early and ensuring opportunities have clear next steps, compelling business cases, executive sponsorship, and realistic close plans.


• Take an active role in high-value and high-risk opportunities, helping shape deal strategy, customer messaging, commercial structure, and negotiation approach.


• Establish and reinforce qualification standards that prioritize customers with strong strategic fit, meaningful business need, appropriate deal size, and long-term growth potential.


• Partner closely with Solution Engineering, Client Experience, RevOps, Product, Finance, and Legal to structure commercially sound solutions for complex customer requirements.


• Lead or support negotiations involving SaaS subscriptions, Statements of Work, implementation commitments, SLAs, pricing, contract terms, and other elements of enterprise transactions.


• Build executive relationships with key prospects and customers while helping Account Executives strengthen their own executive-level selling capabilities.


• Develop a deep understanding of Tango’s Integrated Workplace Management System and Store Lifecycle Management solutions, including lease management, transactions, space management, reservations, visitor management, and occupancy.


• Translate customer challenges in corporate real estate, workplace management, retail, restaurant operations, and the public sector into compelling business outcomes and value propositions.


• Use CRM and sales analytics to monitor individual and team performance, improve conversion rates, identify coaching opportunities, and provide leadership with accurate visibility into pipeline and expected results.


• Partner with Sales leadership on go-to-market strategy, territory design, capacity planning, hiring, and initiatives that improve sales productivity and scalability.


• Represent customer and market feedback internally to help inform product positioning, competitive strategy, and go-to-market priorities.

Required Skills:

• 5+ years of progressive B2B software sales experience, including significant experience in enterprise SaaS.


• Proven success as a top-performing enterprise SaaS seller combined with demonstrated experience mentoring and enabling fellow sales professionals.


• Strong willingness and ability to operate as a true player-coach, personally owning revenue opportunities while simultaneously developing and managing a growing team.


• Demonstrated track record of winning net-new business and consistently achieving or exceeding individual and ARR targets.


• Experience with complex Real Estate Technology and/or PropTech industry is preferred.


• Experience managing complex, multi-stakeholder enterprise sales cycles with material contract values and extended buying processes.


• Demonstrated ability to coach sellers on prospecting, discovery, qualification, executive engagement, value-based selling, negotiation, competitive positioning, and closing strategy.


• Strong command of pipeline management, opportunity qualification, deal inspection, forecasting, territory planning, and sales performance management.


• Experience selling business-critical software solutions that require consultative discovery, solution selling, and development of a quantified business case.


• Ability to move effectively between leadership and hands-on execution, from team coaching and forecasting to personally leading customer meetings and closing deals.


• Experience interviewing, onboarding, and developing Account Executives in a growing sales organization.


• Experience working cross-functionally with Solutions Consulting, Professional Services, Customer Success, Product, Finance, and Legal teams.


• Working knowledge of SaaS commercial structures, including subscription agreements, Statements of Work, implementation services, SLAs, and contract negotiations.


• Strong analytical skills and the ability to use CRM data, pipeline metrics, and conversion trends to drive decisions and improve performance.


• Excellent written and verbal communication skills, with the executive presence to engage senior customer stakeholders and internal leadership.


• Strong operational discipline and a track record of creating repeatable sales processes while maintaining the flexibility required in a growing organization.


• Bachelor’s degree in Business, Marketing, Finance, or comparable experience