Sales Manager

About WorkOS 🚀 WorkOS builds modern developer tools and APIs that make it easy for companies to become Enterprise Ready. Our platform powers authentication, identity, authorization, and other critical infrastructure that developers need to securely scale their products to large organizations. We recently raised a $100M Series C, valuing the company at $2B, led by Meritech and Sapphire with participation from Greenoaks, Craft, Abstract, and Audacious. WorkOS powers enterprise features for many of the fastest-growing AI companies, including OpenAI, Cursor, and Perplexity, Vercel, and Plaid. As AI reshapes software, WorkOS is at the frontier of Human and Agent Authentication, Identity, and Access Control—helping companies answer a new critical question: who are your agents, and what are they allowed to do? Our fast-growing customer base includes hundreds of modern software companies building the next generation of enterprise-ready products. About the role 💭 WorkOS has a strong bottoms-up developer-focused GTM motion. To complement it, we've built an early sales team of talented Account Executives - and now we're looking for our first Sales Manager to lead it. This is a player-coach role: you will lead, coach, and develop our AE team while continuing to carry your own book of business and close Enterprise deals yourself. You'll set the standard for what great selling looks like at WorkOS by doing it - running your own deals, navigating complex sales cycles with technical buyers - while building the team's rhythm, sharpening its process, and multiplying the performance of every rep around you. This role requires strong leadership and relationship-building skills, a consultative sales approach, and the ability to balance individual quota attainment with team development. Successful candidates will have experience leading sellers in early or scaling sales teams, a track record of personally closing enterprise deals, strong relationships with technical leaders, and a genuine enthusiasm for building processes from scratch. Responsibilities ✔️ Team Leadership: Lead, coach, and develop a team of Account Executives through regular 1:1s, deal reviews, pipeline inspection, and call coaching- raising the bar on how the team sells to a technical audience Carry a Book: Own and close your own portfolio of Enterprise accounts, identifying, qualifying, and closing high-potential customers while modeling a delightful customer journey tailored to technical buyers Business Development: Foster internal technical champions across your own accounts and your team's, and help reps navigate complex sales cycles to close Experimentation: Lead experiments to increase revenue across our Enterprise segment, and scale what works into repeatable playbooks for the team Collaboration: Partner with internal teams (marketing, product, engineering) to develop sales strategies, communicate customer feedback, and ensure customer success Pipeline Management: Own team-level forecasting and pipeline hygiene; develop and deliver proposals, presentations, contracts, terms, and procurement for your own deals and support reps through theirs Hiring & Onboarding: Partner with recruiting to attract, hire, and ramp new Account Executives as the team grows Continuous Learning: Stay up-to-date on industry trends, WorkOS product developments, and competitor offerings to position yourself and your team as trusted advisors to potential customers Reporting: Regularly provide feedback and updates to the leadership team on team performance, key accounts, challenges, and growth opportunities Qualifications 🌟 Experience: 7+ years of experience in SaaS sales with a focus on enterprise accounts, including 2+ years leading or mentoring sellers (as a manager, team lead, or player-coach) Track Record: Proven track record of exceeding sales quotas as an individual contributor and driving quota attainment across a team Coaching Ability: Demonstrated success developing reps - improving win rates, deal sizes, and sales craft through hands-on coaching Technical Aptitude: Ability to build deep technical knowledge of WorkOS' product offerings and credibly engage technical buyers Strong Communication Skills: Excellent verbal and written communication skills, with the ability to present complex information in a clear and compelling way Collaborative: Comfortable working cross-functionally and leveraging internal resources to close deals CRM Experience: Proficiency with CRM tools, including forecasting and pipeline reporting at the team level Self-starter: Previous startup experience, particularly in high-growth PLG organizations AI-Native: Hands-on experience building with AI-native tools - using LLMs, agents, and automation in your own selling and team workflows - and fluency in how AI-first companies build, buy, and evaluate software Bonus: Familiarity with identity and access management (IAM) solutions like SSO, directory sync, or audit logs Benefits and Perks ( US Only) �