Sales Manager

Cengage Group

. Lead, mentor, and grow inbound and outbound mid-market sales representatives to achieve individual and team revenue goals .

Posted 11/11/2026full-timeOhio • United StatesMid-LevelSenior💰 $67,000 - $87,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and mentoring sales teams to achieve revenue goals, with a strong focus on inbound and outbound sales strategies. Proficient in utilizing Salesforce for pipeline management and performance analysis while fostering collaboration with marketing and sales enablement teams.

Highest-signal resume keywords

B2B Sales ExperienceSales Management ExperienceSalesforce ProficiencyConsultative Selling MethodologiesRevenue Performance Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Inbound Lead ConversionOutbound Business DevelopmentPipeline ManagementForecastingSales Performance AnalysisNegotiationClosing CapabilitiesProspectingObjection HandlingDeal Coaching

Soft Skills

LeadershipCoachingCommunicationOrganizational SkillsProblem-Solving

Tools & Technologies

SalesforceCRM Platforms

Industry Keywords

Mid-Market SalesCybersecurityTechnologyProfessional TrainingB2B Services

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Lead, mentor, and grow inbound and outbound mid-market sales representatives to achieve individual and team revenue goals
Establish accountability, continuous improvement, collaboration, and high performance
Conduct one-on-one coaching, pipeline reviews, deal strategy discussions, and performance evaluations
Develop representatives' prospecting, discovery, objection handling, consultative selling, negotiation, and closing capabilities
Participate in recruiting, hiring, onboarding, and ramping new sales talent
Own inbound sales performance, lead engagement, qualification, conversion rates, and revenue from inbound demand
Collaborate with Marketing on lead quality, campaign effectiveness, lead volume, and conversion opportunities
Establish and direct outbound sales processes for acquiring new mid-market business
Coach multichannel prospecting through phone, email, social selling, and personalized outreach
Ensure territory and account plans prioritize high-potential prospects and industries
Own revenue performance, quota attainment, pipeline health, and forecast accuracy
Conduct weekly pipeline and forecast reviews and implement improvement plans
Use Salesforce dashboards and reports to assess performance
Ensure accurate CRM opportunity management, next steps, close dates, and forecasting
Complete the mid-market go-to-market strategy aligned with Infosec's growth objectives
Partner with Marketing, Sales Enablement, Revenue Operations, Customer Success, and other sales teams
Provide market and customer feedback to refine messaging, competitive positioning, and sales strategies
Identify ways to improve sales productivity, efficiency, and scalability

Requirements

What you’ll need

5+ years of B2B sales experience, including at least 3 years of sales management experience leading quota-carrying sales representatives
Demonstrated success managing teams responsible for both inbound lead conversion and outbound new business development
Proven track record of consistently achieving or exceeding team revenue and quota targets
Experience selling into mid-market organizations, preferably within cybersecurity, technology, professional training, or B2B services
Strong understanding of inside sales, transactional and consultative sales methodologies, and high-velocity sales environments
Demonstrated ability to coach and develop sales representatives through structured feedback, call reviews, deal coaching, and performance management
Experience establishing or advancing outbound prospecting efforts and ensuring continuous pipeline creation
Strong analytical skills with the ability to interpret sales activity, conversion rates, pipeline metrics, and revenue performance
Proficiency with Salesforce or a comparable CRM platform, including pipeline management, forecasting, and reporting
Strong communication, leadership, organizational, and problem-solving skills
Ability to balance long-term planning with hands-on coaching and day-to-day sales execution
Experience partnering with Marketing, Revenue Operations, and Sales Enablement to boost sales effectiveness
Bachelor's degree not stated as required

Benefits

Comp & perks

Variable Sales incentive compensation program
Comprehensive Total Rewards package
Reasonable accommodations for qualified individuals with disabilities