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About The Role
The Outbound Sales Manager leads a team of outbound sales representatives across the US and UK, accountable for two revenue lines: new logo acquisition into white space accounts, and revenue growth within existing accounts through new seats, new products, and new buying centers. Both motions are outbound. Reps prospect into a defined target list rather than working inbound leads or waiting on renewal timing. The manager owns a dedicated outbound pipeline with its own sourcing, stages, and forecast, held separately from renewals. Account Management retains the client relationship and the renewal in existing accounts; this team owns acquisition and growth.
Your main responsibilities will include:
Team Composition
- Outbound Sales Executive (New Business) — white space acquisition against a named target list of 180 to 220 accounts per rep, segment focused, and region based
- Outbound Client Sales Executive (Expansion) — outbound growth inside assigned existing accounts, targeting new seats, new products, and new buying centers
- Both roles carry individual quotas and neither carries renewal responsibility
Team Leadership
- Lead, coach, and develop a team of outbound reps carrying individual quotas across new business and expansion
- Hire and onboard into the team, and get new reps productive against a defined ramp
- Set activity and pipeline standards and manage performance against them consistently
- Work live deals alongside reps, particularly on commercial structuring and negotiation
New Business: White Space
- Own the new logo number for the team and the plan to deliver it, tracking progress against target list coverage and pipeline coverage ratios
- Define and allocate white space territory by segment and region, to a named target list per rep
- Drive account-based prospecting built on segment, firmographic, and persona fit
- Hold reps to full-cycle execution from prospecting through negotiation and close
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Working with Account Management
- Coordinate coverage so outbound activity is timed around renewal cycles and client sentiment, not against them
- Keep ownership clear: the Account Manager holds the relationship and the renewal, the rep holds the opportunity
- Escalate account health risk surfaced during outbound work, flagging early so Account Management can respond before renewal is at risk
Existing Business: Expansion
- Own the expansion number across the team's assigned accounts, and the account-level plan to reach it
- Prioritize accounts by whitespace within the relationship: unserved teams and unattached products
- Drive outbound sourcing using product usage data, seat utilization, contract structure, and engagement signals
- Hold reps to multi-threading beyond the current contact set into adjacent teams and functions
- Hand landed expansion back to the Account Manager once closed, with a clean handover of context so ongoing servicing isn't disrupted
Pipeline & Forecast Governance
- Build and govern a standing outbound pipeline with clear stages, definitions, and hygiene standards
- Forecast new business and expansion separately so each line is visible on its own
- Run weekly pipeline reviews and monthly forecast reviews across both motions
- Maintain CRM discipline in Dynamics 365 and work with Sales Ops on funnel visibility
Cross-Functional Execution
- Work with the deal desk on pricing, structure, and approval
- Partner with Marketing on campaign design and lead generation, and with Product on positioning, packaging, and objection handling
- Represent US and UK outbound performance in leadership forums and quarterly planning, bringing pipeline health and forecast confidence into the wider commercial narrative
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About You
Requirements
Qualification & Experience
- Track record managing outbound sales teams against carried quota, ideally across both new business and expansion motions, with a clear history of hitting or exceeding number
- Demonstrable ability to build pipeline from cold rather than manage inbound flow, including territory planning and account-based prospecting
- Strong commercial instinct on pricing, structure, and negotiation, comfortable stepping into live deals alongside reps
- Experience coaching reps on multi-threading into complex organizations and navigating multiple buying centers and stakeholders
- Experience running pipeline and forecast governance, including CRM discipline (Dynamics 365 or equivalent) and a regular weekly/monthly reporting cadence
- Comfortable operating across US and UK markets and time zones, ideally with prior experience leading a distributed or multi-region sales team
- Subscription or information services background; private markets experience an advantage but not essential
Skills & Attributes
- Strong people leadership: able to hire well, coach consistently, and hold reps accountable to activity and pipeline standards
- Data-driven and analytically rigorous, comfortable using product usage, seat utilization, and engagement signals to prioritize territory and accounts
- Excellent stakeholder management, able to work cross-functionally with Account Management, Marketing, Product
- Clear, confident communicator, able to represent outbound performance and forecast confidence in senior leadership and planning forums
- Resilient and target-driven, with the tenacity to build new pipeline from a cold start and hold a team to the same standard
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Skills
Outbound Sales Management
Pipeline Management
Forecasting
Account-Based Prospecting
Sales Coaching
Commercial Negotiation
Territory Planning
CRM Management
Multi-threading
Stakeholder Management
New Logo Acquisition
Account Expansion
Dynamics 365
Data-Driven Prioritization
Cross-Functional Collaboration
Location