Manager, Install Base Sales

About This Opportunity
As the Manager of SMB Install Base, you'll lead a high-performing team of Sales Executives focused on driving growth with our existing customer base. Your team will own the strategy for expanding wallet share and deepening customer relationships within our SMB portfolio (0-500 employee companies), primarily through selling additional products and expanding usage of our Pro, Dimensions, and Ready solutions. Working within a streamlined, highly effective sales process and supported by dedicated pre-sales and sales operations resources, you'll report directly to the VP of Customer Account Management.
This role is fundamentally about maximizing value for our installed base—identifying expansion opportunities, building strategic business reviews, and equipping your team to uncover customer needs that our solutions can address.
Responsibilities
● Meet and exceed revenue targets for install base expansion and penetration.
● Develop and execute a focused sales strategy to identify and capitalize on expansion opportunities within existing customer accounts.
● Coach, mentor, and develop a high-performing team of Sales Executives, with emphasis on consultative selling and customer-centric problem solving.
● Establish and maintain clear sales metrics and best practices around pipeline growth, forecast accuracy, customer discovery, and account strategy.
● Drive peer collaboration across the broader sales organization and pre-sales teams to enhance collective performance.
● Lead regular coaching and forecasting reviews with each team member to assess pipeline health, sales activity, and identify barriers to success.
● Build and sustain key customer relationships; partner with account leadership to develop multi-year expansion strategies.
● Foster a customer-first, employee-centric culture where excellence is celebrated and continuous improvement is encouraged.
● Provide regular feedback to senior management on market trends, competitive dynamics, and recommendations for enhancing our go-to-market approach.
About You
Basic Qualifications
● At least 1 year leading diverse teams in sales, presales, or similar organizations.
● Minimum of 5 years selling to C-level executives.
● Must be located in Central to Western US.
Preferred Qualifications
● Proven experience leading or selling SaaS/WFM/HCM software solutions to C-level executives.
● Demonstrated success identifying and executing expansion opportunities within installed customer bases.
● Track record of building and scaling high-performing sales teams.
● Proven success working within a matrixed organization and building strong cross-functional relationships.
● Strong interpersonal and coaching skills with high emotional intelligence.
● Consistently exceeded quota and team goals.
● Excellent negotiation, written, and verbal communication skills.
● Experience leading high-performing sales teams in the mid-market space.
● Bachelor's degree or equivalent.
Travel
● Ability to travel 50%