Strategic Sales Manager at Suralink Inc

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Full Time

Start Date

Immediate

Expiry Date

23 Apr, 26

Salary

0.0

Posted On

23 Jan, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Strategic Sales, Enterprise Selling, Account-Based Sales, Coaching, Team Leadership, Complex Deal Management, Stakeholder Engagement, Sales Strategy, Pipeline Management, Customer Success, Multi-Product Adoption, GTM Foundation, Executive Presence, Cross-Functional Collaboration, Performance Accountability, Building Sales Culture

Industry

Accounting

Description

Suralink® is a fast-growing Software as a Service (SaaS) technology company looking for exceptional professionals to join our team. Our award-winning company has been recognized for growth, innovation, and culture, and over 500,000 companies worldwide have used our software. Our platform was built for accounting and other professional service firms, giving them a simple and secure way to request, receive, track, and manage their documents at scale. If you’re looking for a promising company where you can genuinely make your mark, we’d love to talk to you. Who we are looking for Suralink pioneered client-engagement software for accounting and advisory firms, helping 1,200+ practices worldwide close the client-readiness gap and safeguard trust. As we scale into larger, more complex firms, we’re investing in a Strategic Sales Manager to lead our Enterprise and Strategic segment and spearhead our efforts with the Top ~150 firms, including the Big 4. You’ll manage a team of 3 AEs (1 Enterprise and 2 Strategic) who own a roughly balanced mix of new logos, upsell/cross-sell, and footprint expansion into existing strategic accounts. ACVs typically range from $60k–$700k, with some opportunities stretching into $1M–$3M+. Your mission is to turn a promising but early and underbuilt motion into a high-performing, repeatable Strategic/Enterprise engine. Reporting into the CRO, you’ll operate as a player-coach—spending ~60% of your time leading and developing the team and ~40% driving strategy, pursuits, and footholds within the Big 4 and other top-tier firms. You’ll design and enforce a disciplined strategic sales motion, drive multi-product adoption, and build a GTM foundation that makes our performance in the Top 150 predictable and scalable. We need a seasoned Strategic/Enterprise seller-turned-leader who has sold into Big 4 and Top 100 accounting firms, is comfortable with complex, multi-stakeholder deals, and loves building from scratch in an early motion. ---------------------------------------- Key Responsibilities Drive Strategic and Enterprise ARR Performance * Own team new ARR bookings across the Strategic/Enterprise segment, including new logos, upsell/cross-sell, and footprint expansion within Top ~150 firms. * Maintain and improve win rates on complex, multi-stakeholder deals, including $60k–$700k ACVs and select $1M–$3M+ opportunities. Lead Big 4 Strategy, Pursuits, and Footholds * Develop and execute a focused strategy to establish and grow Suralink’s presence within the Big 4. * Drive progress toward clear milestones (e.g., 2 firms in pilot, 10+ meaningful footholds across service lines, offices, or use cases). Coordinate executive engagement, partner/channel leverage, and internal resources around Big 4 pursuits. Build a Winning Sales Culture * Create a high-performance environment where accountability, healthy competition, and ambition are the norm—driven by clear expectations, visible standards, and consistent follow-through. * Instill urgency, energy, and a desire to be the best by genuinely investing in each team member’s success—celebrating wins, confronting gaps, and making it clear you’re in their corner. * Coach with questions before answers, seeking to understand context and motivations; model calm, emotionally intelligent leadership that motivates through clarity, curiosity, and constructive challenge rather than fear or force. Build and Standardize the Strategic/Enterprise Sales Motion * Design and implement a repeatable account-based motion for Top ~150 firms, including account planning, exec mapping, multithreading, and partner alignment. * Install consistent standards for opportunity qualification, stage progression, and deal inspection tailored to complex buying committees. Coach and Elevate the Strategic/Enterprise Team * Lead, mentor, and develop AEs, with a focus on multi-threaded deal strategy, executive selling, and multi-product adoption. * Act as a true player-coach—joining key strategic calls, modeling high-quality discovery and exec conversations, and pushing the team through creative coaching and deal pursuits. Create Predictable Strategic Pipeline and Coverage * Partner with Marketing and Customer Success to build and sustain healthy pipeline coverage across Top ~150 firms, with emphasis on targeted outbound and named-account programs. * Ensure coverage levels and pipeline mix support the team’s multi-million ARR targets, with clear visibility into where the next quarters’ deals will come from. Champion Customer Outcomes and Multi-Product Value * Instill a culture where every interaction with Partners and C-suite stakeholders reinforces Suralink as a strategic partner, not a point solution. * Coach reps to frame Suralink’s value in terms of client-readiness, operational efficiency, risk reduction, and multi-product ROI across public account (audit, tax, and advisory) and internal audit GTM Foundation and Cross-Functional Leadership * Partner with Product, Marketing, and Customer Success to build the GTM foundation for Strategic/Enterprise—playbooks, messaging, case studies, and expansion paths. * Ensure Strategic/Enterprise feedback is captured and translated into actionable insights for roadmap, pricing/packaging, and marketing programs. Travel Expectations * Lead strategic pursuits and relationships with a willingness to travel seasonally as needed to Big 4 and Top ~150 firms, as well as key industry events. * Travel will fluctuate seasonally but can average between approximately 20–35%, with heavier periods around customer workshops, in-person exec meetings, and conferences. ---------------------------------------- Experience and Professional Qualifications * 7–10+ years in B2B SaaS sales, including: * Demonstrated success as a Strategic or Enterprise AE closing complex, multi-stakeholder deals, and/or * 2–5+ years managing Strategic/Enterprise AEs while still operating as a player-coach. * Must have sold into Big 4 and/or Top 100 accounting and advisory firms, with: * Proven experience navigating Partner, Director, and C-suite stakeholders. * Examples of wins, pilots, or meaningful footholds inside at least one Big 4 or similar top-tier firm. * Track record leading or participating in high-ACV, multi-threaded, strategic deals. * Experience with account-based sales motions, including account planning, exec mapping, multi-threading, and partner/channel leverage. * Demonstrated ability to build or significantly improve a Strategic/Enterprise sales motion in an early or underbuilt environment. * Comfortable working fully remote, with a strong preference for candidates based in or near Salt Lake City or working primarily in Central/Eastern hours. Preferred Experience and Qualifications * Experience in accounting, audit, or professional services technology, ideally selling into accounting and advisory firms. * Existing network or meaningful relationships within Big 4 and Top 100 firms. * Experience partnering closely with Customer Success on multi-phase rollouts, expansions, and executive business reviews for strategic accounts. * History of building or contributing to Strategic/Enterprise playbooks, including account planning templates, executive engagement strategies, and pursuit frameworks. Competencies * Executive Presence with Partners and C-Suite: Comfortable leading conversations with Partners, Directors, and C-level stakeholders at Big 4 and Top 100 firms. Can credibly position Suralink as a strategic partner in client-readiness and firm operations. * Competitive and Outcome-Driven: Hates to lose critical strategic deals. Treats big pursuits, pilots, and expansions as team sports, rallying internal stakeholders and pushing for creative ways to win. * Builder in Ambiguity: Thrives in an early/underbuilt motion. Can design GTM foundations where none exist, iterate quickly based on feedback, and bring structure to complex, long-cycle sales environments. * Coaching and Accountability: Pushes the team with high expectations while investing in hands-on coaching. Holds AEs accountable for execution quality, preparation, and follow-through on large, complex opportunities. * Cross-Functional Influence: Builds strong relationships across Sales, Product, Marketing, Customer Success, and Partnerships. Aligns internal teams around key pursuits and strategic customers. ---------------------------------------- At Suralink, our values guide everything we do: * Customer Obsessed: We seek to understand those we serve deeply and are committed to serving them better than anyone else. * Passionately Motivated: We care about what we do, which drives us to work hard, show grit, and go above and beyond to achieve great outcomes. * Constantly Improving: We are eager to learn and grow. Challenges are opportunities to innovate and enhance our solutions. * Team Focused: We know that our success is built together. We support one another and celebrate team achievements. * Highly Reliable: We demonstrate good judgment, honor our commitments, and are accountable for our results. Why Suralink? There’s a lot to love about working at Suralink! Here are a few of the benefits you can expect: * Remote-friendly policy * Medical/vision/dental insurance * Flexible PTO policy and ten paid holidays * Parental leave * Professional development allowance * Community involvement If you’re a strategic, competitive, and hands-on sales leader who loves building motions, winning complex deals, and opening doors at the world’s largest firms, we’d love to talk to you.

Responsibilities

The Strategic Sales Manager will drive new ARR bookings across the Strategic/Enterprise segment and lead efforts to establish Suralink’s presence within the Big 4 firms. They will also build a high-performance sales culture and standardize the sales motion for the Strategic/Enterprise team.