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Senior Program Manager – AMER SMB Sales
MarketStarSenior Program Manager leading Asana’s AMER SMB SaaS sales organization for MarketStar, an outsourced B2B revenue-growth company. Managing sales leaders and Account Executives while driving quotas, forecasting, pipeline health, and execution.
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong leadership in managing and developing sales teams, with a focus on revenue performance, quota attainment, and pipeline management. Proficient in utilizing sales methodologies like MEDDIC and MEDDPICC to drive effective sales strategies and improve forecasting accuracy.
Highest-signal resume keywords
SaaS Sales LeadershipSales ForecastingPipeline ManagementCoaching and DevelopmentAnalytical Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue PerformanceQuota AttainmentDeal StrategySales ProductivityPerformance Management
Soft Skills
LeadershipCoachingCommunicationAccountabilityContinuous Improvement
Tools & Technologies
SalesforceClariGongOutreachPower BI
Industry Keywords
MEDDICMEDDPICCProduct-Led GrowthSMB SalesSales Methodologies
About the role
Key responsibilities & impact- Own AMER SMB revenue performance, including quota attainment, pipeline generation, ACV, win rate, conversion, and overall sales productivity
- Lead and develop frontline sales leaders while overseeing approximately 15–20 SMB Account Executives
- Drive a disciplined sales operating rhythm through forecasting, pipeline reviews, deal inspections, performance reviews, and business reviews
- Ensure forecast accuracy through inspection of pipeline health, deal progression, risk management, and close planning
- Coach managers and sellers on prospecting, qualification, discovery, deal strategy, negotiation, and closing best practices
- Drive healthy pipeline generation with a focus on outbound and AE-generated opportunities
- Leverage MEDDIC, MEDDPICC, or similar methodologies to improve qualification, forecasting, and sales execution
- Establish performance expectations and accountability through coaching, development plans, and performance management
- Monitor KPIs including quota attainment, ACV, forecast accuracy, pipeline coverage, conversion rates, and sales productivity
- Analyze performance trends and translate data into actionable strategies that improve business results
- Partner with client stakeholders, Enablement, Operations, Marketing, Recruiting, and Customer Success teams to execute go-to-market priorities
- Lead executive business reviews, quarterly business reviews, forecasting updates, and performance reporting
- Foster a culture of ownership, coaching, continuous improvement, accountability, and high performance
- Perform other applicable duties as assigned
Requirements
What you’ll need- Proven experience leading SaaS or technology sales organizations
- Experience managing and developing Account Executives and/or frontline sales leaders
- Demonstrated success owning and delivering against revenue and quota targets
- Strong expertise in sales forecasting, pipeline management, deal strategy, and revenue performance
- Experience coaching teams through larger or more complex SMB opportunities
- Working knowledge of MEDDIC, MEDDPICC, or comparable sales methodologies
- Strong coaching, leadership, and performance management capabilities
- Excellent analytical skills with the ability to convert data into strategic business actions
- Strong executive presence and communication skills with experience partnering with senior client and internal stakeholders
- Experience in Product-Led Growth (PLG), sales-assisted, or high-velocity SaaS environments preferred
- Experience with Salesforce, Clari, Gong, Outreach, Pocus, Power BI, or similar sales technology platforms preferred
- Bachelor’s degree in Business, Sales, Operations, or a related field, or equivalent professional experience
- Other applicable criteria
Benefits
Comp & perks- Structured learning and career development programs
- Mental health program
- Generous Paid Time Off policy
- Paid medical leave
- Child/Dependent Care reimbursement
- Education reimbursement
- 401(k) match
- Hardship loan program
- Access to a financial wellness advisor
- Comprehensive healthcare coverage including medical, dental, and vision benefits
- Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process