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Sales Team Captain

Department: Sales
Location: San Diego, CA

AbacusNext is looking for a Sales Manager  

AbacusNext® helps businesses with stringent security and compliance needs grow by providing Compliance-Ready turnkey technology solutions, allowing our clients to leverage the power of cloud computing without the added challenges and expenses of managing complex IT infrastructures on their own. 

What does that all mean? Think about the average SMB’s IT environment—it’s a messy spaghetti of vendors, suppliers, and consultants, all with their own agenda, technology and support. We simplify that complexity with a single solution, taking full ownership of the client’s technology outcomes so they can focus on their business. 

We are a 35 year old organization with offices in California, Toronto and Scotland. Our user based is 1.5M users worldwide and includes the full spectrum, from solo proprietors to Fortune 100 clients.

Who We Are 

As an end-to-end solutions provider, our products and services portfolio includes virtual desktop (DaaS), private cloud, case management software (CMS), email hosting services, security endpoint protection, business continuity (BCP), and on premise solutions. Since 1983, we have delivered on-demand services to over 1.5 million users worldwide, and are recognized by Forbes as one of America’s fastest growing companies. 

We were founded on one simple concept: improving the lives of professionals through the use of technology. Our core competencies serve to simplify the adoption, implementation, and management of technology to quickly increase revenues, reduce costs, and maximize efficiencies, while keeping security and compliance at the forefront. 

Key Responsibilities of a Sales Manger:  

  • Function as a member of the leadership team in the development of successful growth strategies, attainment of scalable revenue and associated profitability, and optimization of the sales organization 
  • Define and manage the sales processes to successfully shorten sales cycles and achieve high close rates. 
  • Enforce targets, performance plans, and rigorous, objective standards for sales representatives.
  • Daily interaction with all reps. Meet with reps one-on-one weekly to review performance, progress, and targets. Deliver performance reviews for each individual rep.
  • Assist the sales team manage their customer sales cycles and close effectively
  • Support and drive training programs. Hold regular skills training sessions with internal or external sales trainers.
  • Devise and implement sales training to ensure the ongoing development of sales effectiveness 
  • Help resolve escalated customer issues and customer complaints regarding sales and service.
  • Constant pursuit of solving issues that distract sales representatives: leading the resolution of team’s trouble tickets and customer issues, communicating with customers and engaging in escalations as necessary.


What you need: 

  • 3-5 years of sales management experience where you developed great sales teams of 10-15 representatives
  • Proven ability to provide hands on assistance and training to your team to close deals
  • A quantifiable and verifiable track record of delivering revenue growth for a software/SaaS or related technology company 
  • Demonstrated experience driving a sales organization to > $25M in revenue while managing associated organizational development 
  • Experience selling technology solutions to any professional services industries 
  • Ability to build relationships with peers, cross-functional counterparts, and upper management: They are committed to helping others be successful.
  • Experience with Netsuite, Salesforce and the other CRM systems. 
  • Thorough understanding of all aspects of the sales cycle, lead generation, opportunity management and large account sales techniques 
  • Analytical skills: They use data-driven reports to spur sales coaching sessions and empower reps to take ownership of their opportunity pipelines. They understand pricing, margins, and discounting impacts.
  • Understand cloud technologies (public cloud, private cloud, hybrid cloud) competing services like Amazon Web Services (AWS), Microsoft Azure, Google Cloud, Rackspace, data center and colocation, and the role that SaaS, IaaS, PaaS & TaaS plays with business environments
  • Understanding of the role of CTOs, IT consultants, channel partners, managed services providers (MSP)
  • Communication skills: listen first and speak second. Don’t chastise in public or private. Aware of the message you transmit to your team, how it’s delivered, and how it’s perceived.

 Personal and Professional Characteristics: 

  • Must possess a "passion for excelling" and have a track record for achieving sales leadership targets along with a polished demeanor in selling into any level or organization size
  • Strategic sales thinker. Must be able to see how existing customer solutions can be repeated & leveraged within the industry sector. 
  • Must be able to make sound, timely, and unwavering decisions.  This individual must be analytical and be able to take fact and data to make sound business judgment and calculated decisions based on available facts and professional experience 
  • Enforce targets, performance plans, and rigorous, objective standards for sales representatives.
  • The successful candidate will be highly focused and driven to success and achieving goals.   
  • Provide advanced negotiation expertise.
  • Willingness to travel approximately 25% of the time 


  • Experience great professional and personal growth, we also offer:
  • Medical
  • Dental
  • Health
  • 401k
  • Short Term Disability
  • Unlimited PTO
  • Access to two gyms and free yoga, CrossFit, and Bootcamp classes
  • Covered parking
  • Weekly masseuse and chiropractor onsite
  • Employee discount to 24 Hour Fitness
  • Close proximity to UTC mall (La Jolla/Miramar) and 805/5
  • AbacusNext® is a smoke free workplace

Equal Employment Opportunity: 

AbacusNext® is an Equal Opportunity, Affirmative Action Employer. 


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