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

Benefits

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 care FSA and company sponsored Care.com membership

Regular performance reviews: Vouch conducts regular performance discussions with all team members, offering goal setting and check‑ins, development discussions, and promotion opportunities

Compensation
The base salary for this role in NY is $140,000 - $160,000 annually and is eligible for a 30% annual bonus. OTE expected, $182,000 – $208,000. Our salary ranges are based on paying competitively for our size and industry and are part of our total compensation package, which also includes benefits and other perks. We also include stock options in all compensation packages and believe all Vouch employees should have the opportunity to become owners in the company. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skill set, location, and business need. The pay range provided is subject to change and may be modified in the future.

Equal‑Opportunity Employer
Vouch believes in putting our people first, and building a diverse team is at the front of everything we do. We welcome people from different backgrounds, experiences, perspectives, and ranges of abilities. We are an equal‑opportunity employer and celebrate the diversity of our growing team.

Accommodations
If you require reasonable accommodation to complete this application, interview, complete any pre‑employment testing, or otherwise participate in the employee selection process, please direct your inquiries to recruiting@vouch.us.

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