Sales Manager

Job Description

Have you ever tried to hire a plumber? How about a house cleaner? If you have, chances are it took you way longer than it should. In the era of instant-everything, it’s crazy that you still have to waste an entire afternoon researching, calling and vetting local service professionals whenever you need one. The market for hiring them is huge — $700B in the US alone — but the process is inefficient and largely offline.

Thumbtack is transforming this experience end-to-end, building a marketplace that matches millions of people with local pros for almost any project. In making these connections, not only do our customers get more done every day, our pros are able to grow their businesses and make a living doing what they’re great at.

About the Team

The Sales team directly impacts the growth of the company by acquiring high quality + high capacity new professionals who will provide an amazing experience for our customers. Our sales approach drives product comprehension, pro retention, and generates a much higher ROI for the pro vs. pros who self-serve signup. The impact from this team contributes directly to creating a healthier, virtuous-cycle marketplace.

About the Role

If you’re hungry for success and driven to have a career in corporate sales, this is the right fit for you. We’re looking for smart, energetic, passionate, articulate and competitive individuals to join the Sales team and accelerate the growth of the company. As a Sales Manager, you will oversee a team of sales reps and their outbound efforts to acquire high-capacity businesses on Thumbtack. You will be responsible for maintaining high team morale, setting & achieving ambitious goals both as a team and as individuals, coaching and improving the sales process, managing ever-changing campaigns and team productivity, and helping to streamline the AE workflow and operations processes.

Sales Reps will directly impact the overall growth of the company by finding new customers, by surfacing learnings from sales conversations, by testing new data sources and sales processes, by improving the quality & quantity of pros on Thumbtack and by driving revenue for the company.

Responsibilities

• Drive results through a well-defined sales process that includes documented, repeatable steps while constantly working to improve the pitch
• Optimize sales pipelines and funnels by identifying areas of opportunity
• Train and mentor current team members and new hires on sales strategies, scripts, and processes
• Set team goals and hold individual teammates accountable to targets -- accountability means setting clear expectations and supporting your team in achieving them
• Identify training topics to run coaching sessions, daily huddles, and team meetings
• Maintain high team morale through daily huddles and 1:1s
• Run metric-driven 1:1s that help AEs focus on specific goals to improve upon week to week
• Continue to paint the vision to AEs of what they are set up to achieve, the impact they’re having on the company, and where the team is headed
• Create an inspiring team environment with an open communication culture and 360 feedback
• Assist in interviewing / hiring process as we build the team
• Provide feedback to business operations on ways to streamline sales reps’ workflow and efficiency
• Raise the bar at a team and AE level for what is possible to achieve in terms of sales productivity and efficacy
• Become an expert in the Thumbtack product and clearly articulate why every business professional needs the product as part of their business plan

Must-Have Qualifications

• Player-coach mentality - You understand that you make an impact both through management and leading by example. You’re not afraid to hop on the phone to test out a new script or value proposition to show the team how it’s done.
• Leadership experience - Teammates trust you and look to you for guidance, solutions, attitude, and coaching
• Entrepreneurial mindset - We’re building Thumbtack’s newest team which requires patience & a positive attitude to handle temporary inefficiencies and a startup mentality to get things done
• Solution-oriented - You don’t just identify problems or issues, you propose potential solutions. You proactively share learnings, feedback, highlight blockers / obstacles to help you and your team to improve.
• You are resilient - Rejection is something that pushes you to work harder and smarter
• Competitive - You’re constantly looking to exceed expectations. You have a healthy competitiveness that drives the whole department forward, not just you or your team.
• Intellectually Curious - You’re curious as to key drivers of performance. You dive into data to identify the habits of your top performers and then find ways to evangelize / implement those across the team.
• You see the big picture - You’re proactive in anticipating challenges and quick to come up with ideas to resolve those challenges
• You take responsibility for your team’s performance.
• You exhibit a “Company First” mentality - You optimize for the long-term success of Thumbtack not your or your team’s short-term results.
• Product knowledge expert - You're resourceful and will know our product so well that you really understand what the customer needs; solution-oriented
• Expert at solution-based selling through aligning prospect goals, needs and problems to Thumbtack solutions
• You provide your team with sincere, regular praise & recognition and constructive, timely feedback.
• Have a collaborative attitude to share techniques and success with the team
• Comfortable navigating multiple systems and getting up to speed very quickly with all of our systems tools; also comfortable scrapping old methods to test or recommend new ones
• Bachelor’s Degree required
• Must have 3-5 years sales experience and 1-2 years of sales management experience
• Must be an excellent communicator

Nice-to-Have Qualifications

• Experience with Salesforce
• Experience with Google Sheets and Slides
• Business-related coursework

More About Us

Thumbtack is a local services marketplace that connects customers who need to get things done with local, skilled professionals who can help. From plumbers and painters to DJs and personal trainers, Thumbtack helps millions of customers find the right professional for their project in 1,000 unique categories. Founded in 2009 and headquartered in San Francisco, Thumbtack is backed by over $250 million in investment from Sequoia Capital, CapitalG, Tiger Global Management, Javelin Investment Partners and Baillie Gifford.

• See what it’s like to work here
• Meet the pros who inspire us
• Follow us on LinkedIn

Thumbtack embraces diversity. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, sexual orientation, gender identity, religion, national origin, citizenship, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.