Sales Manager (Player-Coach)
KETCH, Washington, District of Columbia, United States
Enterprise Sales Leader
We're hiring an Enterprise Sales Leader to build and lead a team of Account Executives while carrying a personal quota. This is a player-coach role. You'll close your own deals, coach your team through theirs, and build the systems and playbooks that make both scalable. You'll work closely with Sales Engineering, Marketing, Customer Experience, BDRs, and our partner ecosystem. The right person is equally comfortable running a complex enterprise sales cycle and developing the talent around them. Through our work, we bring Ketch values of passion, growth, grit, collaboration, and integrity to life. We expect candid feedback, a learning mindset, and a bias toward action. If you've built something from scratch before and want to do it again with a category-defining product, this is the role. Responsibilities
Sales Execution - Carry a personal quota and close enterprise deals, modeling best practices for the team from discovery through negotiation to close. Run disciplined MEDDPICC across your own pipeline and use ROI-driven business cases to accelerate deals. Leverage Sales Engineering, Marketing, CX, and partner resources effectively throughout the sales cycle Team Leadership - Recruit, develop, and retain high-performing Account Executives. Drive AE-led outbound pipeline generation with clear activity expectations and accountability. Run consistent 1:1s, deal reviews, coaching sessions, and quarterly performance reviews. Build and refine the sales playbook: discovery frameworks, competitive positioning, objection handling, pricing strategy, and new hire onboarding. Own forecasting accuracy, Salesforce hygiene, and timely reporting to leadership Product and Industry Knowledge - Develop a strong functional and technical understanding of Ketch products and how they differentiate from competitive offerings. Monitor enforcement actions, new regulations, and market trends to sharpen positioning and urgency in the sales cycle. Build deep understanding of customer environments to map Ketch solutions to measurable business outcomes Experience
710 years of professional sales experience in enterprise SaaS 4+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors 2+ years of average deal sizes in range from $150K to $750K 12+ years of sales management or team lead experience Background in data privacy strongly preferred Experience with MEDDPICC or equivalent qualification methodology Qualifications
Demonstrated ability to translate technical solutions into quantifiable business value Builder's mindset: comfortable leading from the front while institutionalizing best practices behind you Strong track record of meeting or exceeding sales targets as both an individual contributor and a manager Effective in fast-paced, ambiguous environments where the playbook is still being written Exceptional coaching, time management, and cross-functional alignment skills Experience working as part of a distributed or global team Bachelor's degree or equivalent experience Authorized to work in the United States English fluency required; second language a plus $165,000 - $185,000 a year The US base salary range for this full-time position is $165,000$185,000 + commission + equity + benefits, with an OTE of up to $335,000. Salary is determined by role, level, and location. Within the range, individual pay reflects work location, job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
We're hiring an Enterprise Sales Leader to build and lead a team of Account Executives while carrying a personal quota. This is a player-coach role. You'll close your own deals, coach your team through theirs, and build the systems and playbooks that make both scalable. You'll work closely with Sales Engineering, Marketing, Customer Experience, BDRs, and our partner ecosystem. The right person is equally comfortable running a complex enterprise sales cycle and developing the talent around them. Through our work, we bring Ketch values of passion, growth, grit, collaboration, and integrity to life. We expect candid feedback, a learning mindset, and a bias toward action. If you've built something from scratch before and want to do it again with a category-defining product, this is the role. Responsibilities
Sales Execution - Carry a personal quota and close enterprise deals, modeling best practices for the team from discovery through negotiation to close. Run disciplined MEDDPICC across your own pipeline and use ROI-driven business cases to accelerate deals. Leverage Sales Engineering, Marketing, CX, and partner resources effectively throughout the sales cycle Team Leadership - Recruit, develop, and retain high-performing Account Executives. Drive AE-led outbound pipeline generation with clear activity expectations and accountability. Run consistent 1:1s, deal reviews, coaching sessions, and quarterly performance reviews. Build and refine the sales playbook: discovery frameworks, competitive positioning, objection handling, pricing strategy, and new hire onboarding. Own forecasting accuracy, Salesforce hygiene, and timely reporting to leadership Product and Industry Knowledge - Develop a strong functional and technical understanding of Ketch products and how they differentiate from competitive offerings. Monitor enforcement actions, new regulations, and market trends to sharpen positioning and urgency in the sales cycle. Build deep understanding of customer environments to map Ketch solutions to measurable business outcomes Experience
710 years of professional sales experience in enterprise SaaS 4+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors 2+ years of average deal sizes in range from $150K to $750K 12+ years of sales management or team lead experience Background in data privacy strongly preferred Experience with MEDDPICC or equivalent qualification methodology Qualifications
Demonstrated ability to translate technical solutions into quantifiable business value Builder's mindset: comfortable leading from the front while institutionalizing best practices behind you Strong track record of meeting or exceeding sales targets as both an individual contributor and a manager Effective in fast-paced, ambiguous environments where the playbook is still being written Exceptional coaching, time management, and cross-functional alignment skills Experience working as part of a distributed or global team Bachelor's degree or equivalent experience Authorized to work in the United States English fluency required; second language a plus $165,000 - $185,000 a year The US base salary range for this full-time position is $165,000$185,000 + commission + equity + benefits, with an OTE of up to $335,000. Salary is determined by role, level, and location. Within the range, individual pay reflects work location, job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.