Sales Manager

About FeltFelt is the collaborative, AI-native GIS platform that makes it easy to build and deploy modern spatial tools teams actually want to use. Everything runs in the browser — no local software, no legacy complexity. Our customers span 15 industries, from climate tech startups to Fortune 500 enterprises, and they use Felt to bring spatial data into real decisions.

The role

We're hiring a hands-on, front-line Sales Manager to coach, build, and run our sales team. This is a full-time management role: your number is the team's number. You'll lead a team of Account Executives and an SDR, and you'll work closely with Solutions Engineering and Customer Success on deals and handoffs.

Your job is to build the playbook, raise the bar on deal quality, and create a tough-but-fair culture that values winning. There are no layers between you and the work. You'll be in deals, in coaching sessions, and in the funnel every day.

• What you'll own
• Coaching and deal quality: join calls, coach reps, interrogate pipeline optimism
• Own the full sales funnel.
• No issue affecting conversion goes unsolved, whether it's lead quality, stage slippage, pricing friction, or rep skill gaps
• Partner aggressively with marketing on lead quality and volume, armed with conversion data rather than finger-pointing
• Manage the SDR function directly, owning top-of-funnel conversion from lead to qualified opportunity
• Instrument and report on stage-conversion rates, forecast accuracy, average deal size, and cycle time
• Recruit, hire, and ramp new AEs. Hiring is a first-class part of this job, not a side project
• Build the onboarding and ramp program so new reps reach productivity fast
• Experience
• You've been a front-line sales manager at an early-stage company (Series A–C), managing a team selling a comparable deal size and motion.
• You've built without playbooks, ops support, or air cover
• You have a track record of coaching reps from transactional to value selling, with specific names, numbers, and stories to prove it
• You've hired and ramped AEs yourself.
• You have a scorecard, a sourcing approach, and hires you're proud of
• You run a disciplined forecast.
• You're the person who asks the uncomfortable question about the deal everyone's excited about
• You're comfortable being in the deals.
• You teach by doing, on live calls, not in slide decks
• You want to be measured on team output, not a personal carry.
• You'd rather build sellers than be one
• You set high standards and hold them, while being someone reps genuinely want to work for
• Not a fit if
• You avoid hard conversations with reps or with marketing
• You want a personal quota, or you see management as a side duty to your own selling
• You've only managed inside large orgs with established playbooks, enablement teams, and ops support
• You manage from the dashboard, reviewing numbers instead of joining calls