AE Manager, Chicago

About the role

You will own the leadership and execution of a team of Account Executives, guiding them through the full sales cycle from initial prospecting to complex enterprise deal closure. This role requires you to shape the future of search within your team by instilling a consultative, insight-led methodology that uncovers client business problems. You will be responsible for coaching your team on deal strategy, ensuring each opportunity moves efficiently through the pipeline with clear next steps and documented reasoning. You will analyze individual and team performance metrics to identify skill gaps and drive targeted coaching that improves conversion rates. Your focus will be on developing a high-performing culture where collaboration is encouraged and visible impact is achieved on a daily basis. You will work closely with product and marketing teams to ensure your sales approach aligns with the latest platform capabilities and client use cases. This position demands a hands-on approach where you roll up your sleeves to support reps in live negotiations and strategic account planning. You will foster an environment of continuous learning, helping your team members sharpen their craft and build sustainable, long-term careers in enterprise sales.

Key facts

What you'll do

Develop and execute a strategic plan for new business acquisition that targets upper mid-market to enterprise-level clients within your assigned territory.

Coach Account Executives on consultative selling techniques, discovery questioning, and objection handling to elevate the quality of every customer interaction.

Own the end-to-end management of complex sales cycles, including stakeholder mapping, competitive positioning, and executive-level presentations.

Analyze pipeline health using data-driven insights, identify bottlenecks, and implement actions to optimize conversion rates across all stages of the funnel.

Collaborate with marketing to refine demand generation campaigns and ensure sales messaging remains sharp, relevant, and aligned with customer needs.

Build and maintain strong relationships with strategic partners and internal stakeholders to support account-based initiatives and cross-sell opportunities.

Forecast revenue accurately at the individual and team level, providing transparent updates and risk mitigation strategies to senior leadership.

Drive the adoption of CRM best practices to ensure data integrity, pipeline visibility, and actionable reporting for the sales organization.

Identify and replicate successful sales playbooks, scaling winning strategies across the team to maximize collective productivity.

Champion a culture of innovation by encouraging the team to test new approaches, learn from outcomes, and iterate on their sales methodology.

Provide mentorship and career development guidance to direct reports, helping them navigate their career paths and achieve personal growth objectives.

Partner with customer success to ensure smooth onboarding and identify opportunities for expansion within existing client portfolios.

Establish clear performance metrics and KPIs for the team, creating a transparent framework for accountability and recognition.

Leverage industry knowledge and competitive intelligence to position BrightEdge as the definitive leader in enterprise SEO and content performance.

Requirements

Bachelor's degree or equivalent practical experience.

Minimum of 5 years of progressive experience in enterprise software sales, with at least 2 years in a people management role.

Proven history of exceeding quota and driving predictable revenue growth in a SaaS environment.

Demonstrated expertise in managing complex, multi-threaded sales cycles involving executive-level stakeholders.

Strong proficiency with CRM tools, particularly Salesforce, and experience with sales analytics and pipeline reporting.

Excellent verbal and written communication skills, with the ability to influence C-level executives and cross-functional teams.

Self-motivated mindset with the discipline to manage a territory effectively and prioritize multiple opportunities simultaneously.

Willingness to travel occasionally for team meetings, client workshops, and industry events to strengthen relationships and brand presence.

Nice to have

Experience with AI-driven marketing platforms or enterprise SEO tools.

Background in a consultative sales environment within the technology sector.

Practical notes

This role operates on a hybrid schedule, requiring 3 days in the office per week to maintain team cohesion and collaboration.

Travel requirements are limited to occasional attendance at team meetings, client workshops, and industry events.

This position is not eligible for visa sponsorship at this time.

Candidates must be authorized to work in the United States without sponsorship.

There are no specific deadlines for submission, but early application is encouraged to be considered for the role.