DAT Freight & Analytics

Sales

• Provide daily coaching, strategic guidance, and constructive feedback to Enterprise Account Managers to improve closing ratios, shorten sales cycles, and increase average deal size.
• Manage the team's performance against quarterly and annual targets, implementing performance improvement plans as necessary.
• Actively participate in the recruitment, hiring, and onboarding of top-tier enterprise sales talent.
• Rigorously manage the team's pipeline, ensuring data integrity, accurate forecasting, and consistent progression of deals through the stages in the CRM.
• Act as an executive sponsor and strategic resource on key deals, assisting AMs with complex negotiation tactics, executive alignment, and solution structuring.
• Oversee the development and execution of territory plans, ensuring full coverage of target accounts and strategic focus on high-potential market segments.
• Deliver accurate weekly, monthly, and quarterly revenue forecasts to senior leadership, providing clear explanations for risks and opportunities.
• Execute strategies to drive account management procedures and engagement metrics; delivering best in class customer support and deal deployment.
• Work closely with Marketing, Product, and Customer Success teams to ensure alignment on messaging, product roadmap feedback, and seamless customer handoffs.
• Synthesize competitive and market intelligence gathered by the team, relaying critical insights to internal stakeholders to inform product development and competitive strategy.

Enterprise Sales Manager