THE SPONSOR:
Bloom Equity Partners is leveraging decades of investing and operating experience to rapidly unlock transformational growth and deliver superior returns to our investment partners and management teams. Investing exclusively in lower-middle market technology, software and tech-enabled business service companies, Bloom drives enduring market value by partnering closely with founders and management teams, injecting capital to unlock growth and providing operational resources and expertise to enable meaningful step-change to the business.
THE COMPANY:
This company is a renowned cyber security and privacy consultancy committed to delivering exceptional governance risk and compliance solutions to our customers. Our mission is to help safeguard digital environments and ensure data privacy compliance through comprehensive and innovative solutions.
ABOUT THE ROLE
The perfect candidate is a people‑first leader who drives revenue growth through the development, coaching, and empowerment of high‑performing sales teams. This role combines deep sector expertise in cybersecurity and data privacy compliance with exceptional people‑management skills to build a culture of accountability, continuous improvement, and consultative selling excellence. As Sales Manager, you will be responsible for leading a team of Sales Executives, developing their capabilities, and ensuring they achieve both individual and team targets while maintaining the highest standards of customer engagement and GRC brand representation.
ESSENTIAL RESPONSIBILITIES AND DUTIES:
Team Leadership & Development
Recruit, onboard, and develop a high‑performing team of Sales Executives across direct and/or channel sales motions
Create and maintain a coaching culture focused on skill development, sales methodology excellence, and continuous improvement
Conduct regular 1‑on‑1 coaching sessions with each team member, focusing on deal strategy, objection handling, and skill gaps
Design and deliver ongoing sales training programs covering GRC products, competitive positioning, and consultative selling techniques
Build individual development plans for each team member with clear performance milestones and growth pathways
Foster a collaborative, high‑energy team environment that balances healthy competition with mutual support
Lead by example, demonstrating the sales behaviors and customer engagement approaches you expect from your team
Performance Management & Accountability
Set clear performance expectations, quotas, and KPIs for each team member aligned with overall revenue goals
Monitor individual and team performance against targets, providing real‑time feedback and course correction
Conduct quarterly performance reviews and annual evaluations with focus on development and growth
Implement performance improvement plans when needed, with clear expectations and supportive coaching
Recognize and reward top performers through formal and informal recognition programs
Make difficult personnel decisions when necessary, including performance management and terminations
Track and analyze key metrics including pipeline coverage, win rates, sales cycle length, and forecast accuracy
Pipeline & Forecast Management
Own team revenue forecasting with accuracy and accountability, providing regular updates to senior leadership
Review and validate team pipeline weekly, ensuring proper qualification, progression, and data hygiene in CRM
Conduct rigorous deal reviews, coaching team members on strategy, competitive positioning, and closing tactics
Identify pipeline gaps early and implement proactive strategies to address coverage concerns
Ensure consistent application of sales methodology and opportunity qualification frameworks (e.g., MEDDIC, BANT)
Manage escalations and provide senior‑level support on strategic or complex opportunities
Maintain complete, accurate pipeline visibility using GRC's CRM system (Salesforce)
Strategic Sales Planning
Develop and execute territory plans, account segmentation strategies, and coverage models
Collaborate with marketing on lead generation strategies, campaign effectiveness, and sales enablement needs
Work with Product and Services teams to ensure Sales Executives are equipped with current product knowledge and positioning
Identify market trends, competitive threats, and opportunities within the GRC sector
Contribute to annual revenue planning, quota setting, and territory design
Optimize sales processes, removing friction points and improving sales efficiency
Define and refine ideal customer profiles and buyer personas based on team learning
Cross‑Functional Collaboration
Partner with Pre‑Sales/Solution Consultants to ensure effective technical discovery and scoping
Coordinate with Professional Services on resource planning and delivery expectations
Align with Customer Success on handoff processes and account management strategy
Provide customer and market intelligence to Product teams to inform roadmap decisions
Collaborate with Finance on deal structuring, pricing approvals, and contract terms
Work with Operations on tools, systems, and process improvements
Sector Expertise & Market Intelligence
Maintain deep understanding of the cybersecurity and data privacy compliance markets
Stay current on regulatory changes (GDPR, SOC 2, ISO 27001, NIST, etc.) that drive customer demand
Understand competitive landscape and coach team on effective competitive differentiation
Attend industry events, webinars, and conferences to build market knowledge and network
Share market insights and customer feedback with leadership to inform strategic decisions
Emotional Intelligence & People Skills
Demonstrate high EQ in all team interactions, adapting leadership style to individual needs
Create psychological safety where team members feel comfortable taking risks and learning from failures
Navigate difficult conversations with empathy, clarity, and respect
Recognize and manage team dynamics, addressing conflicts constructively
Celebrate wins publicly and handle performance issues privately
Model work‑life balance and support team members' wellbeing
Build trust through consistency, transparency, and authentic communication
QUALIFICATIONS
What You Must Have
Essential Skills and Experience
Minimum 5+ years sales experience with at least 2+ years in a sales management or team lead capacity
Proven track record of building, coaching, and developing successful sales teams
Experience managing quota‑carrying sales professionals in a B2B technology or SaaS environment
Strong coaching mindset with demonstrated ability to develop individual contributors into high performers
High emotional intelligence with excellent interpersonal and communication skills
Data‑driven decision maker with strong analytical and forecasting capabilities
Deep knowledge of the cybersecurity, GRC, or data privacy compliance markets
Experience with complex, consultative B2B sales cycles involving multiple stakeholders
Proficiency with CRM systems (Salesforce strongly preferred) and sales analytics
Demonstrated ability to hold team members accountable while maintaining positive relationships
Experience with sales methodologies (MEDDIC, Challenger, SPIN, or similar)
Comfortable having difficult conversations and making tough personnel decisions
Strong business acumen including understanding of SaaS metrics, ARR, and sales efficiency ratios
Ability to balance strategic thinking with hands‑on execution
Desirable Skills and Experience
Experience managing both direct and channel sales teams
Background selling GRC, compliance, or security software solutions
Familiarity with partner ecosystem management
Experience in a PE‑backed or high‑growth technology company
Relevant certifications (e.g., CISSP, CISM, CRISC, or sales leadership training)
MBA or advanced degree
Experience with sales compensation plan design
Knowledge of demand generation and marketing automation platforms
Personal Competencies
Coaching & Development: Natural teacher and mentor who derives satisfaction from others' success
Emotional Intelligence: Self‑aware, empathetic, and skilled at reading people and situations
Accountability: Holds self and others to high standards while maintaining supportive environment
Resilience: Maintains composure and positive outlook during setbacks and high‑pressure situations
Communication: Exceptional listener; clear, concise communicator across all levels
Adaptability: Flexible in approach while maintaining consistency in standards and expectations
Strategic Thinking: Sees the big picture while managing day‑to‑day execution
Decisiveness: Makes timely decisions with incomplete information when necessary
Authenticity: Leads with genuineness and builds trust through consistent actions
Growth Mindset: Continuously learning and encouraging learning in others
Collaboration: Works effectively across organizational boundaries to achieve shared goals
Results Orientation: Driven to achieve targets while developing people and maintaining culture
Problem Solving: Creative and analytical approach to removing obstacles for the team
Integrity: Demonstrates highest ethical standards and expects same from team
Disclaimer: This Job Description indicates the general nature and level of work expected of the incumbent(s). It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent(s) may be asked to perform other duties in addition to those described above.
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