Sales Manager - Strategic Markets

Job Title: Sales Manager - Strategic Markets
Location: Boise, ID

Build the Playbook, Prove the Model. Build the Team.

Most sales leadership roles ask you to inherit a team, a territory, and a playbook someone else created.

This one starts differently.

BBB Great West + Pacific is building a new B2B sales motion focused on helping businesses strengthen trust, reputation, and long-term growth. We are looking for an experienced sales leader who is ready to roll up their sleeves, test the market, and prove the model before building the team around it.

You will begin as a hands-on seller and builder. Working directly with our COO and Director of Business Development, you will identify promising markets, refine our positioning, create pipeline, run discovery, and close business. As you learn what works, you will turn those insights into a clear, repeatable sales playbook.

Then you will help recruit, develop, and lead the team that scales it.

You will not inherit a finished sales process or an established team. You will build both.

What You'll Be Doing:

Build and test a new B2B sales motion

You will help determine where BBB can create the most value, which businesses we should pursue, and how we communicate our value in a way that matters to each buyer.

You will:

• Help identify the most promising industries, territories, account segments, and business opportunities

• Test prospecting approaches, messaging, discovery questions, and sales materials

• Use customer conversations, market research, pipeline data, and win-loss patterns to improve the approach

• Develop industry-specific positioning, proof points, and objection strategies

• Partner with Marketing and other internal teams to create a clear and consistent customer story

• Use AI and other modern sales tools to research accounts, personalize outreach, prepare for conversations, and sell more effectively

We encourage thoughtful experimentation and calculated risk-taking. You’ll have the freedom to test new ideas, learn from the results, and turn what works into repeatable practices. When something doesn’t work, you exhibit curiosity: examine it, adjust it, and use what you learned to inform the next move.

Sell and prove the model

This is a hands-on sales role, you will personally:

• Build and refine a new B2B sales approach, testing strategies, messaging, market segments, and buyer personas.

• Develop and manage a targeted pipeline through creative prospecting and outreach.

• Lead meaningful discovery to uncover business needs, priorities, risks, and decision processes.

• Turn customer insights into tailored recommendations and compelling business cases.

• Navigate objections, negotiate effectively, and close complex opportunities.

• Identify win/loss patterns and market insights, using what you learn to continuously improve the sales approach.

• Turn successful strategies into repeatable processes, tools, and a scalable sales playbook.

• As the program grows, build, coach, and lead a high-performing sales team to execute the proven approach.

We are looking for someone who can move comfortably between strategy and execution. You should be as willing to make the call as you are to improve the process behind it.

Create the sales playbook

As you test and sell, you will help create the structure future team members will use. That includes:

• Target-market and account-selection criteria

• Prospecting and outreach strategies

• Discovery and qualification standards

• Sales-conversation frameworks

• Objection-handling and closing approaches

• Pipeline stages and next-step expectations

• CRM, forecasting, and data-quality practices

• Customer onboarding, retention, and expansion strategies

• Performance indicators that show whether the model is working

The goal is to build a practical, repeatable sales system that creates consistency and supports good judgment. The sales leader will have flexibility to test and refine workflows as the methodology develops, with successful approaches becoming the standard for the team.

Recruit and lead the team

This role is designed to become the leader of the new sales team.

You will not have direct reports on your first day. Before asking others to follow the model, you will help build it, use it, and demonstrate that it works.

As the sales motion gains traction, you will:

• Help define the roles, capabilities, and experience needed on the team

• Recruit and select experienced B2B sellers

• Build an effective onboarding and training approach

• Build and deploy a data-driven coaching framework that balances judgment with objective performance insights to identify targeted coaching interventions

• Coach sellers using real calls, opportunities, behaviors, and performance data

• Establish a consistent rhythm for pipeline reviews, call coaching, role-play, and individual development

• Set clear standards for performance, accountability, CRM use, and customer ownership

• Help sellers navigate important opportunities without becoming the permanent closer

• Lead the team toward dependable, measurable, and sustainable results

This is not a first step into leadership. We need someone who has successfully led sellers before and is willing to return to the work of building and selling before assembling the team.

What You Bring:

We care more about evidence than polished adjectives. Be prepared to explain what you inherited, what you changed, how you led, and what improved.

We’re looking for a combination of demonstrated sales experience and the mindset to build something new. The strongest candidates will bring:

• At least five years of successful B2B consultative or solution-selling experience

• A track record of meeting or exceeding individual sales goals, supported by specific results

• Experience leading, coaching, or managing quota-carrying sellers

• Experience remaining close to customers and sales execution while leading others

• Evidence that your coaching improved seller capability, performance, or consistency

• Experience recruiting, selecting, onboarding, or developing sales talent

• Strong experience selling through video calls and virtual meetings

• Experience managing the full sales cycle, from prospecting through close

• Strong discovery, qualification, presentation, objection-handling, negotiation, and closing skills

• Experience selling to established businesses with multiple stakeholders or decision-makers

• Evidence that you have built, improved, or implemented a sales process, vertical strategy, or go-to-market approach

• Strong CRM practices around pipeline management, next steps, forecasting, and data quality

• Experience managing customer relationships beyond the initial sale

• Comfort using AI and modern sales tools as part of your workflow

• Sound judgment, resilience, curiosity, accountability, and comfort operating without a finished roadmap

Experience selling to financial services, financial advisors, professional services, regulated industries, or reputation-sensitive markets is especially valuable.

You May Thrive Here If:

• You are a sales leader who still loves selling, but measure success by what the team can accomplish, not just your own results.

• You enjoy building the system, not just managing within one.

• You bring curiosity and humility to the work, testing assumptions and letting results shape your thinking.

• You balance innovation with accountability, knowing when to experiment and when to create consistency around what works.

• You use data and customer insights to make decisions, spot patterns, and improve performance.

• You create alignment across teams and with senior stakeholders, even when priorities or perspectives differ.

• You coach with clear expectations, direct feedback, and a genuine investment in helping others improve.

• You take ownership beyond your own goals, considering what is best for the team, the customer, and the organization.

• You are comfortable building without a finished roadmap and can create clarity where it does not yet exist.

This Role May Not Be the Right Fit If:

• You want a pure management role and no longer want to carry an individual sales target

• You are looking for an established team, territory, and fully developed playbook

• You have strong sales experience but have not yet led or coached sellers

• Your leadership style depends primarily on activity pressure rather than skill development

• You tend to take difficult opportunities away from sellers instead of helping them become more capable

• Your experience is primarily transactional, heavily scripted, or dependent on inbound leads

• You need certainty before taking action

• You view CRM documentation as administrative work rather than part of effective selling

• You want leadership authority without first building trust through execution and results

Why BBB Great West + Pacific?

BBB Great West + Pacific works to advance trust in the marketplace and help businesses build stronger relationships with their customers and communities.

This role offers a rare combination:

• The credibility and reach of an established and widely recognized organization

• The opportunity to build a new sales model rather than inherit an old one

• Direct access to executive and business development leadership

• Meaningful influence over market selection, messaging, sales process, hiring, and team design

• A visible role in an important organizational growth initiative

• Meaningful earning potential tied to measurable results

• Medical, Dental, and Vision insurance options

• 100% employer-paid life and long-term disability insurance

• 401(k) with company match

• Paid holidays, PTO, and your birthday off with pay

• Professional development and growth opportunities

• The opportunity to personally build, prove, and ultimately lead a new sales function

If you are an experienced sales leader who is energized by a blank whiteboard, a meaningful challenge, and the opportunity to build something others can successfully follow, we want to hear from you.

At BBB, we embrace diversity and strive to create an inclusive environment that allows all team members to thrive. We foster a culture in which our differences are celebrated; our differences are what makes us a Better Business! We are proud to be an Equal Employment Opportunity. We will not discriminate based on race, color, gender, gender identity, religion, sexual orientation, national origin, age, marital status, disability status, citizenship status, veteran status, or any other characteristic prohibited by Local, State, or Federal law. Discrimination, retaliation, or harassment based upon any of these factors is inconsistent with our core values and will not be tolerated.

Ready to join the team and show off your skills? Please apply now to join BBB's team, and let's create workplace magic together!