Manager, New Business Sales

About QBS:

Safety-Care® by QBS is a leader in behavioral crisis prevention training. Through our train-the-trainer model, we equip organizations—including schools, healthcare providers, and human services agencies—with the skills to reduce workplace crises and improve care.

Our mission-driven, high-impact team supports more than 250,000 certified professionals nationwide, helping organizations create safer environments for staff and the individuals they serve.

Position Summary

We’re seeking a disciplined, performance-driven New Business Sales Manager to lead and stabilize our outbound new-logo sales function while overseeing a full-cycle Account Executive team and a brand-new Business Development Representative (BDR) team.

This role is responsible for building and running a consistent, high-quality sales engine that generates predictable pipeline, supports reliable class enrollment, and contributes to sustained revenue growth. The Sales Manager will lead, coach, and develop both teams while ensuring strong execution standards, clean pipeline management, and accurate forecasting.

The ideal candidate thrives in structured, metrics-driven environments, brings strong outbound leadership experience, and is motivated by building a reliable, repeatable sales system that scales across multiple roles and stages of the sales process.

What You'll Do:

Lead and Develop the New Business Sales Team

• Lead, manage, and hold accountable both the Account Executive and BDR teams.
• Establish clear activity, qualification, and performance standards.
• Conduct regular call reviews and outreach reviews to provide direct, actionable coaching.
• Support onboarding and ramp of new hires to baseline productivity within established timelines.
• Drive performance consistency and reduce variability across the team.

Run a Disciplined Outbound Sales System

• Implement and reinforce structured daily and weekly sales cadences.
• Maintain strong CRM hygiene and clear qualification standards.
• Monitor pipeline coverage to ensure stable support of revenue targets.
• Document, refine, and reinforce outbound processes to drive repeatable results.

Drive Predictable Pipeline and Enrollment Outcomes

• Ensure consistent generation of qualified opportunities across BDRs and AEs.
• Align outreach and AE activity with enrollment priorities to support strong class fill rates.
• Partner cross-functionally to balance growth objectives with operational capacity.
• Maintain steady pipeline health to reduce last-minute revenue risk.

Own Forecasting and KPI Visibility

• Deliver accurate weekly and quarterly forecasts.
• Surface risks early and provide clear insight into pipeline trends.
• Define and monitor sales KPIs including activity levels, qualification quality, and pipeline velocity.
• Ensure outbound sales data is clean, credible, and actionable.

Support Geographic Expansion

• Align outbound strategy to priority markets and growth opportunities.
• Monitor segment performance and adjust outreach strategy to maximize new-logo growth

What Success Looks Like:

• Outbound activity and full-cycle sales consistently generate qualified opportunities at a predictable rate, with sufficient pipeline coverage to support revenue targets.
• Class enrollment is supported reliably through targeted outreach, contributing to 90%+ average enrollment across the year.
• Clear sales operating cadences (daily/weekly rhythms, scoreboards, pipeline hygiene standards, coaching loops) are actively run and reinforced.
• Forecasting accuracy improves, with weekly and quarterly projections consistently within a narrow variance of actual results.
• Leadership can rely on outbound pipeline data as a credible input into overall revenue planning
• Both AE and BDR teams are fully onboarded, productive, and operating to defined performance standards, with reduced variability across reps.
• New hires reach baseline productivity within established ramp timelines

Qualifications:

• 5+ years of B2B sales experience in outbound, new business sales.
• 3+ years of sales leadership experience managing high-velocity BDRs and full-cycle Account Executives, including coaching, ramping, and performance management.
• Experience selling B2B services, training, education, or healthcare environments highly preferred
• Proven track record of building predictable pipeline and improving forecast accuracy.
• Experience coaching sales representatives through call reviews, outreach reviews, and structured performance feedback.
• Strong understanding of CRM discipline (Salesforce preferred) and pipeline management best practices.
• Demonstrated ability to run a structured, metrics-driven sales operation with high accountability and execution rigor

Benefits:

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k) with company match
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Training & Professional Development

Compensation:

• $100,000-$135,000 base + commission (~$160,000-$200,000 OTE)

QBS is an Equal Opportunity Employer. QBS will not discriminate against any employee or applicant for employment because of race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. QBS will grant employment, without regard to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law.