Senior Sales Manager

About RocketRez

RocketRez powers ticketing, payments and operations for tours, attractions and experiences. We're a revenue partner to our operators: when our operators win, we win. That's our scorecard. We're building the team to double in size, and new business is how we get there.

The Role

Reports to: VP of Revenue & Customer Operations

Team: Account Executives selling to SMB and mid-market operators

Comp:

• Canada: $140K–$160K CAD base salary, with on-target earnings (OTE) of $233K–$267K CAD
• USA: $130K-150K USD base salary, with on-target earnings (OTE) of $208-250K USD.
• This reflects an approximate 60/40 pay mix: base salary is 60% of OTE and variable pay is 40%. Variable pay is earned on a combination of team attainment and a personal quota.

RocketRez is hiring a Senior Sales Manager to lead our Account Executive team and drive consistent execution, accountability, and new business growth. You'll own the day-to-day leadership of the sales team, coaching AEs, guiding deal strategy, driving pipeline generation, and ensuring the team is progressing opportunities through the sales cycle.

You'll work closely with the VP of Revenue & Customer Operations to build the sales engine for our next stage of growth: drive the operating cadence, playbook and pipeline discipline it takes to double new business. You'll serve as the first point of escalation for deal strategy and sales execution, helping the team overcome obstacles, improve performance, and consistently pursue new business.

You'll also partner cross-functionally with Marketing, Product, and the Onboarding Team to drive go-to-market initiatives, bring customer and market feedback into product decisions, and ensure a seamless transition from Sales to implementation.

This is a hands-on leadership role. You'll stay actively involved in customer conversations and strategic deals, while carrying a defined personal quota. Your success will be measured by both your team's performance and your individual quota attainment.

Core responsibilities

Lead and develop the team

• Own the day-to-day management and performance of the AE team, including weekly 1:1s, coaching, performance management, and accountability.
• Tailor coaching to experience: structured ramp support and skill-building for newer AEs, deal-strategy and negotiation partnership for tenured reps, and effective onboarding and ramping of new hires.
• Drive outbound prospecting and new pipeline generation across the team, establishing clear expectations for consistently identifying, pursuing, and creating new business opportunities.
• Proactively identify opportunities to improve team performance, in areas such as pipeline health, conversion, and deal progression, not just activity.

Drive deals

• Proactively coach and guide AEs through the sales cycle, overcoming obstacles, and improving close rates.
• Serve as the first point of escalation for deal strategy, complex customer conversations, pricing, and contract negotiations, involving the VP of Revenue & Customer Operations when appropriate.
• Actively participate in customer calls, demonstrations, and negotiations where management involvement can help advance or close a deal.
• Provide sales coverage for open territories or accounts when needed, ensuring continuity of pipeline development and deal progression.

Own the sales engine

• Own the team's sales forecasting process, ensuring accurate projections, clear deal-level visibility, and accountability for forecast commitments.
• Manage and continuously improve existing sales processes, playbooks, and operating cadences to drive consistency and efficiency across the team.
• Monitor pipeline coverage, conversion rates, and sales performance to identify trends, address execution challenges, and improve results.
• Lead AE hiring, onboarding, and ramping efforts to build and maintain a high-performing sales team.
• Provide recommendations on quotas, territory assignments, and compensation structures to support team performance and business objectives.

Partner cross-functionally

• Work closely with Marketing to execute go-to-market campaigns, improve lead quality, and coordinate sales participation in trade shows and industry events to drive new business opportunities.
• Coordinate with the Onboarding Team to ensure smooth handoffs from Sales to implementation.
• Provide input to Product on customer needs, competitive insights, and market feedback to help inform product priorities and roadmap decisions.

Carry a personal quota

• Own an individual new business quota across a defined set of accounts or territory.
• Prospect, develop pipeline, and manage individual opportunities through the full sales cycle to close.
• Balance individual selling responsibilities with team leadership, ensuring the team's performance and development remain the top priority.

Key qualifications

• 7+ years in SaaS sales with a strong individual closing record. You can speak credibly to deals you’ve personally closed.
• 3+ years leading or coaching AEs, ideally in SMB/mid-market B2B with deal sizes of roughly $30K–$100K+ ACV.
• A track record of driving 15 to 20%+ year-over-year new logo growth as a sales leader.
• Strong personal outbound record, and able to teach AEs to source their own pipeline without SDR support.
• Coaching skill across experience levels, from ramping reps to seasoned closers.
• Hands-on in deals (calls, proposals, negotiation strategy), not just reviewing dashboards.
• Has carried a personal quota within the last 2–3 years, ideally while leading or coaching a team.
• Can manage your own time between personal selling and team leadership without either one slipping.
• Experience owning a team forecast, with a track record of accuracy.
• Has built or meaningfully improved a sales process, playbook or ramp program.
• Has hired AEs and can show how they assess sales talent.
• Holds a team accountable to outcomes such as conversion and forecast accuracy, not activity metrics alone. Sets a high bar and coaches to it.
• Comfortable presenting to executive leadership and working across Marketing, CX, and Implementation.

What we offer

At RocketRez, we believe People Come First, and that includes every team member. We're building an environment where each person is empowered to do their best work by fostering connection, development, ownership, and a little fun, plus competitive salaries and benefits, of course!

• We have team members located in Canada and the U.S.
• Diversity adds value to everything we do; we hire from a wide range of backgrounds to bring unique perspectives to our team.
• We offer generous paid time off because we know a healthy work-life balance is key.
• Retirement benefits, health insurance, and supportive parental leave.

Our core values:

• Win with Integrity
• Honest Dialogue Always
• Assume Positive Intent
• People Come First
• Continuous Improvement Mindset
• Teamwork Drives Results

RocketRez is an equal opportunity employer. If you need accommodations at any stage, contact hr@rocketrez.com.