Sales Manager JD teardown
If you say “hit quota” but do not define the system that makes quota measurable, you are hiring a hero.
What this JD is really asking for (in outcomes)
- Predictable pipeline coverage and conversion discipline
- Coaching cadence that improves win rate
- Stage integrity that keeps forecasting honest
Common failure modes (patterns)
- Quota ownership without coverage math
- “Coach reps” without a defined coaching system
- “Improve pipeline hygiene” without enforcement loop
- “Partner with marketing” without a handoff contract
- No constraints on segment, ACV, cycle, or team size
Fixes (paste-ready)
Add:
- “Own pipeline coverage and weekly review cadence”
- “Own coaching loop with defined signals (calls, conversion, deal reviews)”
- “Own handoff contract (SQL definition + SLA)”
Interview plan preview (3 exercises)
- Deal review simulation (how they diagnose risk)
- Coaching plan (how they lift one conversion constraint)
- Pipeline coverage math (how they forecast without stories)