Sales Manager

Why this role matters:

Vouch’s growth depends on building a world-class pipeline engine that connects the right prospects to the right coverage at the right time.

The Sales Manager will lead and scale our Business Development team—the critical bridge between marketing and sales. This team serves as the first personalized touchpoint for prospects entering our funnel, focusing on quality engagement and converting interested companies into qualified opportunities for our Account Executive team.

Reporting to the Head of Sales and working closely with Sales Leadership, Marketing, Operations, and our Brokerage team; this role sits at the intersection of people leadership, pipeline strategy, and execution. You will drive pipeline generation across our industry verticals—AI, Consumer & Frontier Tech, Enterprise SaaS, Fintech, Health & Life Sciences, and Web3.

This is a modern sales leadership role: equal parts coach, strategist, and operator.

What You’ll Do:

Team Leadership & Development

• Hire, onboard, and develop a team of 6–10 Business Development Representatives across multiple industry verticals
• Provide hands-on coaching through call reviews, shadowing, role-playing, and regular 1:1s to accelerate skill development
• Create a high-performance culture focused on quality engagement, continuous learning, and exceeding pipeline targets
• Develop career pathing and promotion criteria to retain top performers and create clear advancement opportunities
• Foster collaboration between BDRs and Account Executives to ensure smooth handoffs and feedback loops
  
  

Strategy & Execution

• Partner with Sales Leadership and Marketing to define ideal customer profiles, target accounts, and outreach strategies for each industry vertical
• Develop and refine the BDR playbook including messaging frameworks, cadences, objection handling, and qualification criteria
• Design and execute strategic engagement plans for high-priority prospects in partnership with sales and underwriting teams
• Lead pre-, during, and post-event strategy for conferences, happy hours, and industry events where BDRs represent Vouch
• Continuously analyze conversion metrics, identify bottlenecks, and implement improvements to increase pipeline velocity
  
  

Performance Management

• Set clear individual and team KPIs including activities, meetings set, qualified opportunities, and conversion rates
• Track, measure, and report on team performance using Salesforce and other sales tools
• Conduct weekly pipeline reviews and monthly business reviews with leadership
• Hold team accountable to activity standards while emphasizing quality over quantity
• Recognize top performers and provide performance improvement plans when necessary
  
  

Cross-Functional Collaboration

• Work closely with Marketing (including Field Marketing) to align on lead generation, event strategy, and demand generation campaigns
• Partner with Marketing and Operations to ensure BDRs have access to up-to-date materials, training, and competitive intelligence
• Collaborate with Brokerage, Marketing, and Product teams to ensure BDRs understand our coverages, verticals, and unique value propositions
• Provide feedback loop to Marketing on lead quality, messaging effectiveness, and ICP refinement
• Coordinate with Revenue Operations on territory assignments, lead routing, and process optimization
  
  

Tools & Technology

• Ensure team proficiency in core sales stack including Salesforce, Apollo/Amplemarket, Harmonic, Pitchbook, ZoomInfo, LinkedIn Sales Navigator, and HubSpot
• Identify gaps in technology and advocate for tools that increase team efficiency and effectiveness
• Partner with RevOps to optimize workflows, reporting, and data hygiene
  
  

About You:

Experience

• 3–5+ years of experience in sales, with at least 2 years managing and developing BDR/SDR teams
• Proven track record of building and scaling high-performing outbound teams that consistently exceed pipeline targets
• Experience in General Insurance, B2B SaaS, fintech, insurtech, or other complex technology sales environments
• Deep understanding of outbound prospecting methodologies, cadences, and best practices
• Hands-on experience with Salesforce and modern sales engagement platforms
• Active/Current Property and Casualty License

Core Strengths

• Player-coach mentality—equally comfortable jumping on calls and coaching others to excellence
• Data-driven; uses metrics to diagnose problems, measure success, and drive continuous improvement
• Genuine curiosity about the startup ecosystem, emerging technologies, and insurance innovation
• High standards for yourself and your team, paired with empathy and support
• Scrappy and resourceful—comfortable in a fast-paced startup environment where adaptability is key
• Natural ability to develop talent, provide constructive feedback, and accelerate skill development

Communication & Collaboration

• Clear, compelling communicator who can inspire a team and influence cross-functional partners
• Trusted partner who builds credibility through results and reliability
• Able to synthesize feedback from multiple teams into actionable improvements for BDR performance.

Nice To Have:

• Exposure to and passion for early-stage startups and/or high-growth environments
  
  

How This Role Is Measured

• Pipeline generated and qualified opportunity conversion rates across industry verticals
• Team performance against activity, meeting, and pipeline KPIs
• Quality of BDR-to-AE handoffs and downstream conversion to closed revenue
• BDR retention, development, and promotion velocity
• Strength of cross-functional partnerships with Marketing, Brokerage, and RevOps

Vouch provides several benefits to help you bring your best self to work:

• 💰 Competitive compensation and equity packages
• ⚕️ Health, dental, and vision insurance
• 🍼 Parental leave
• 🌴 Flexible vacation time
• 🪷 Wellness allowance
• 🛜 Technology allowance
• 📚 Company-sponsored personal and professional development
• 🏫 L&D: Partnerships with Ethena and monthly Lunch & Learns
• 🧘 Wellbeing: access to many wellbeing perks, including Peloton, Fetch, OneMedical, Headspace care+, etc.
• 🤗 Caregiver Support: company seed into the dependent c