Manager, Outbound

About the role

Please Note: This is a Utah-based hybrid position which will require some regular in-office days each week. Additionally, employment with BambooHR is contingent on passing both a background and credit check.

AI at BambooHR

At BambooHR, we're all about setting people free to do great work, and we believe AI is a powerful partner in that mission. We're leaning into intelligent tools to streamline our workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people who are ready to explore how AI can elevate their work and help us reimagine the future of HR.

Essential Job Duties

As a Manager of Outbound Sales at BambooHR, you will lead a team of Outbound Account Executives responsible for acquiring new customers within defined territories. You'll help build and scale our newest outbound segment-establishing its operating rhythms, territory strategy, coaching model, and sales playbook while developing a team capable of delivering consistent, predictable growth.

Your team will partner closely with dedicated BDRs while maintaining ownership of territory planning, strategic prospecting, pipeline creation, and complex, multi-step sales cycles. You will coach AEs to build relationships across buying committees, create urgency with prospective customers, and position BambooHR as a long-term solution to meaningful business challenges.

• Success in this role requires more than managing results.
• You will create the structure, accountability, and coaching environment that helps sellers consistently exceed quota.
• Your leadership, insights, and results will directly influence how this segment evolves and scales across BambooHR.

You will

• Lead, coach, and develop a team of quota-carrying Outbound Account Executives responsible for new-logo revenue.
• Establish the operating rhythms, performance expectations, and sales practices required to scale a successful outbound segment.
• Coach AEs on territory planning, account prioritization, prospecting, discovery, multithreading, objection handling, negotiation, and closing.
• Ensure AEs effectively partner with dedicated BDRs while maintaining ownership of their individual territories and pipeline creation.
• Strengthen deal execution by reviewing calls, demos, proposals, and account strategies and providing clear, actionable feedback.
• Support strategic opportunities by helping AEs navigate complex buying committees, establish executive sponsorship, and advance multi-step sales cycles.
• Own weekly forecasting and pipeline reviews, ensuring accuracy, strong CRM hygiene, and sufficient coverage against bookings targets.
• Use performance data to identify trends, diagnose gaps, and improve pipeline creation, conversion rates, win rates, sales velocity, and quota attainment.
• Reinforce consistent adoption of BambooHR's sales methodology, processes, and tools.
• Partner with BDR leadership to strengthen AE and BDR alignment, account coverage, opportunity quality, and pipeline generation.
• Collaborate with Revenue Operations, Marketing, Sales Enablement, and other cross-functional partners to improve execution and remove barriers to growth.
• Support the recruitment, onboarding, ramp, performance management, and retention of high-performing sales talent.
• Build a team culture grounded in accountability, healthy competition, coachability, collaboration, and continuous improvement.
• Translate frontline insights into recommendations that improve BambooHR's outbound strategy, customer approach, and go-to-market playbook.

What You'll Need to Get the Job Done

• 5+ years of SaaS sales management experience with a strong focus on closing new business, including at least 2 years directly managing outbound Account Executives
• A proven record of leading teams that consistently meet or exceed new-logo revenue and pipeline targets.
• Experience building or scaling an outbound sales motion, segment, territory strategy, or team.
• Strong knowledge of territory planning, account prioritization, strategic prospecting, pipeline generation, and solution-based selling.
• Demonstrated success coaching sellers through complex, multi-stakeholder sales cycles.
• Strong coaching capabilities across discovery, executive conversations, objection handling, negotiation, deal strategy, and closing.
• Experience establishing effective operating rhythms, performance expectations, and accountability across a sales team.
• Strong forecasting skills and the ability to evaluate pipeline health, coverage, conversion, and risk.
• Fluency with CRM platforms such as Salesforce and familiarity with sales engagement, conversation intelligence, and forecasting tools.
• The ability to use data and frontline observations to identify performance gaps and develop clear action plans.
• Experience partnering effectively with BDR teams, Revenue Operations, Marketing, and Sales Enablement.
• Excellent written and verbal communication skills, including the ability to influence sellers, peers, and senior leaders.
• Strong prioritization, adaptability, and composure in a fast-moving, high-accountability environment.
• A bachelor's degree or equivalent professional experience.

What Will Make Us REALLY Love You

• Experience launching or scaling a new outbound segment within an established SaaS organization.
• A track record of improving pipeline creation, win rates, forecast accuracy, sales velocity, or quota attainment.
• Experience leading sellers through larger or more complex SMB and mid-market sales cycles.
• Familiarity with structured sales methodologies such as MEDDIC, Challenger, or similar frameworks.
• A disciplined and thoughtful approach to talent development, performance management, and succession planning.
• The ability to balance hands-on deal coaching with the strategic and operational needs of a growing sales organization.
• Experience using AI to improve coaching, prospecting, account research, pipeline inspection, and sales productivity.
• A leadership style that combines clear expectations and accountability with empathy, recognition, and meaningful development.
• Comfort operating in ambiguity and turning early insights into repeatable, scalable practices.
• A healthy competitive mindset and a genuine commitment to team success.

BambooHR is An Equal Opportunity Employer--M/F/D/V

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