Sales Manager (Outside Sales | MSP & IT Services)

Sales Manager (Outside Sales | MSP & IT Services)Position Type: Full-Time, Remote Location: Remote (must have real-time overlap with U.S. Eastern business hours) Reports To: CEOAbout the RoleAt Pavago, one of our clients is hiring an experienced Sales Manager to lead and coach a team of Outside Sales Representatives (OSRs) through the complete B2B sales cycle.This is not an SDR management role.Instead of focusing solely on prospecting activity, you’ll own the entire sales motion—from pipeline generation and discovery through presentations, negotiations, closing, and account development—while coaching your team to consistently improve performance.We’re looking for a leader who has personally carried a quota, built pipeline, closed deals, and understands what it takes to succeed in consultative B2B sales. If you’ve successfully transitioned from top-performing salesperson to hands-on sales leader and enjoy developing high-performing teams, this role is an excellent fit.What You’ll OwnFull-Cycle Sales Leadership Lead and coach Outside Sales Representatives across the complete sales cycle. Support reps through: Prospecting Pipeline generation Qualification Discovery Solution presentations Objection handling Negotiation Closing Account nurturing Drive consistent execution of the sales process while improving win rates and sales effectiveness. Sales Coaching & Team Development Coach both experienced and junior sales representatives. Conduct live coaching sessions during customer calls. Review recorded calls and provide actionable feedback. Help reps improve discovery, positioning, negotiation, and closing skills. Build a culture of continuous learning and accountability. Sales Process & Playbook Development Develop, refine, and document scalable sales processes. Create structured playbooks, coaching guides, and best practices. Standardize sales methodologies across the team. Continuously improve workflows based on performance data and market feedback. AI-Driven Sales Management Leverage AI tools to improve coaching, sales execution, and operational efficiency. Build and manage workflows using tools such as: Claude Projects Claude Code Claude Cowork Analyze sales calls, pipeline data, and team performance using AI. Use AI to create and continuously improve sales documentation and playbooks. Pipeline & Performance Management Monitor pipeline health and forecasting accuracy. Conduct pipeline reviews and deal strategy sessions. Identify risks, bottlenecks, and opportunities. Ensure CRM data remains accurate and up to date. Track key sales metrics and coach toward continuous improvement. Cross-Functional Collaboration Partner with leadership to align sales strategy and business goals. Share customer feedback and market insights with internal teams. Support ongoing improvements to messaging, positioning, and sales enablement. RequirementsMust-Have QualificationsExperience Proven experience managing full-cycle B2B sales teams. Demonstrated success leading Outside Sales Representatives—not just SDR or appointment-setting teams. Personal experience carrying a sales quota and closing complex B2B deals. Experience generating your own pipeline, running discovery calls, presenting solutions, negotiating, and closing business. Industry Knowledge Strong background in Managed Service Providers (MSP) or IT Services is highly preferred. Solid understanding of consultative technology sales processes. AI & Technology Hands-on experience using AI tools within daily sales operations. Comfortable working with: Claude Projects Claude Code Claude Cowork Ability to use AI for: Sales coaching Pipeline analysis Playbook creation Process optimization Leadership & Communication Strong coaching, mentoring, and leadership abilities. Experience writing and improving sales playbooks and processes. Excellent verbal and written English communication skills. Native or near-native English proficiency strongly preferred. Availability to work during U.S. Eastern business hours. Nice-to-Have Experience selling or managing sales teams within: Managed IT Services Cybersecurity Cloud Solutions Professional Services Experience building high-performing remote sales teams. Familiarity with modern CRM platforms and sales analytics tools. Experience implementing AI-driven sales enablement strategies. What Makes You a Strong Fit Proven full-cycle B2B sales leader. Strong consultative selling mindset. Excellent coach who develops people through structured feedback. Process-oriented while remaining adaptable. Comfortable balancing live coaching with asynchronous development. Curious, technology-driven, and enthusiastic about AI. High ownership, accountability, and continuous improvement mindset. What a Typical Day Looks Like Review pipeline health and forecast opportunities. Conduct live coaching sessions with sales representatives. Join discovery calls and deal strategy discussions. Review recorded sales calls and provide coaching. Develop and improve s