The Sales Manager for Pepperi and Comsense is responsible for leading and owning bookings performance across North America and EMEA. This role carries full accountability for forecast accuracy, quota attainment, territory performance, and total bookings results across both new logo acquisition and customer expansion motions.

This is a scale leadership role built for operational rigor, performance discipline, and strategic execution. Reporting to the VP of Distribution Sales, this leader owns the full revenue engine for Pepperi and Comsense across two distinct but integrated sales motions:

• Account Executives (AEs) – Responsible for new logo acquisition
• Account Managers (AMs) – Responsible for expansion and growth within the existing customer base

All roles are quota-carrying and held to clearly defined performance standards. This leader is accountable for total bookings performance across both motions.

In addition, this role owns the Partner Motion for Pepperi, including partner-driven revenue contribution, co-sell strategy, and channel performance alignment. This includes building predictable partner-sourced pipeline, strengthening strategic alliances, and ensuring alignment between direct and partner sales efforts.

This is a hands-on leadership position for someone who can think strategically, execute tactically, and build repeatable revenue systems while developing high-performing teams.

Key Responsibilities

Revenue Ownership & Performance Accountability

• Own and deliver Pepperi and Comsense bookings targets across North America and EMEA, and parts of APAC
• Maintain accurate weekly forecasting and enforce pipeline discipline
• Drive accountability across AEs (new logo) and AMs (expansion)
• Establish clear performance standards and manage underperformance decisively

Sales Structure & Motion Leadership

• Lead both new logo and expansion sales motions with defined coverage models
• Ensure AEs focus on strategic prospecting and competitive displacement
• Ensure AMs drive expansion through account planning, cross-sell, and upsell
• Align compensation, territories, and activity expectations to growth objectives

Partner Motion (Pepperi)

• Own partner-driven revenue targets and co-sell execution
• Develop and scale partner-sourced pipeline contribution
• Align with channel partners on territory coverage and joint account strategy
• Improve predictability and accountability within the partner ecosystem

RevOps Partnership & Operational Rigor

• Partner closely with RevOps on:
• Territory design
• Quota allocation
• Coverage optimization
• Pipeline health metrics
• Forecasting rigor and reporting accuracy
• Drive inspection cadence, deal reviews, and structured pipeline management
• Use data to continuously refine performance levers

AI-Enabled Selling & Market Positioning

• Champion AI-enabled selling practices across the team
• Leverage AI tools for prospecting efficiency, forecasting accuracy, and productivity gains
• Ensure the team effectively positions Advantive’s AI capabilities in customer conversations
• Drive adoption of modern selling tools and continuous improvement in sales efficiency

Talent Leadership & Development

• Recruit, hire, and develop high-performance AEs and AMs
• Coach for consultative selling, account strategy, and executive engagement
• Build a culture of performance accountability and continuous development
• Ensure consistent execution of sales methodologies across regions

Customer & Market Strategy

• Guide the team in building executive-level relationships across target accounts
• Drive strategic account planning across both acquisition and expansion opportunities
• Stay informed on competitive positioning and industry trends to sharpen messaging