Position: Commercial Manager, Enterprise Sales
Department: Sales
Why this position:
The Commercial Manager, Enterprise Sales is a player-coach role responsible for carrying an individual enterprise sales quota while directly managing, coaching, and mentoring up to two Account Executives (AEs). These AEs may be experienced Interplay Learning sellers or newly hired enterprise reps.
This role is designed for a highly motivated, self-starting sales leader who can balance personal revenue performance with hands-on leadership, onboarding, and development of enterprise sellers. Success in this role requires strong deal execution, disciplined sales process management, and a passion for coaching others to quota attainment.
What you’ll do:
Individual Contributor (IC) Responsibilities
Own and consistently achieve or exceed a personal enterprise sales quota
Manage the full enterprise sales cycle: discovery, value positioning, deal strategy, negotiation, and close
Build and progress a healthy pipeline of qualified enterprise opportunities
Engage senior-level stakeholders and navigate complex buying committees
Accurately forecast deals and pipeline using CRM
Player-Coach / Management Responsibilities
Directly manage up to two Account Executives
Serve as a day-to-day coach, mentor, and role model for enterprise selling excellence
Support onboarding and ramp for new Account Executives, including:
Product and market knowledge
Enterprise sales process and methodology
Deal qualification and pipeline management
Provide ongoing coaching through:
Call reviews and deal strategy sessions
Opportunity inspection and pipeline reviews
Regular 1:1s focused on skill development and quota progress
Help Account Executives create and execute territory, account, and deal plans
Ensure Account Executives are on track to achieve their individual quotas
Sales Execution & Process Excellence
The Commercial Manager is accountable for maintaining high standards of sales rigor and discipline across their own book of business and their team.
Key expectations include: - Enforcement of excellent sales hygiene in CRM, including: - Timely and accurate opportunity updates - Clear next steps, close plans, and decision criteria - Proper use of stages, forecasting categories, and required fields - Consistent use of Interplay Learning’s sales methodology and best practices - Strong forecasting accuracy and pipeline inspection cadence - Data-driven coaching using CRM insights and activity metrics
Cross-Functional Collaboration
Partner closely with Sales Leadership to align on revenue targets, forecasts, and team performance
Collaborate with Marketing on enterprise campaigns, account-based initiatives, and lead follow-up
Work with Customer Success to ensure smooth handoffs and long-term customer value
Provide feedback to Product and Enablement based on field insights and customer needs
Requirements:
5–8+ years of B2B sales experience, with a strong focus on enterprise or mid-market SaaS sales
Proven track record of meeting or exceeding individual sales quotas
Prior experience mentoring, onboarding, or informally leading other sales reps
Strong understanding of complex, multi-stakeholder sales cycles
Demonstrated ability to manage time and priorities across personal quota and team responsibilities
Experience working in CRM systems (Salesforce or similar) with high data discipline
Pay: : $90,000 - $110,000 + Variable pay/Commission
Benefit & Perks - why you'll love working with us:
Remote-first & flexible hours – Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH.
Learning & growth – Annual learning reimbursement.
Family-friendly policies – Support for work-life balance.
Generous time off – 3 weeks PTO, 1 week Winter Break, holidays, and sick days.
Comprehensive benefits – Medical, vision, dental, and 401(k) match.
Equity – Private Company Equity Options
Wellness – Mental and physical health resources and social events.
Join us and grow with a team that values you!
Equal Employment Opportunity
Interplay Learning is committed to providing equal employment opportunity (EEO) to all qualified employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.
As a federal contractor, Interplay Learning takes affirmative action to consider qualified individuals without regard for disability and protected veterans status.
Individuals with disabilities who need assistance with the application or recruitment process must promptly contact the HR Department to discuss their particular needs.
Interplay Learning does not discriminate against employees or applicants for discussing, disclosing, or inquiring about compensation.
Drug Testing & Background Testing
The company conducts background checks as part of the hiring process after extending an offer of employment. These screenings are facilitated by trusted third-party specialists. All positions require I-9 verification, E-Verify, a background check, and a drug and alcohol screening. Depending on the role, additional screenings may include employment history verification, a DMV record check, reference checks, education and credential verification, or a credit history review.
We believe in fostering a welcoming and inclusive workplace and encourage everyone to apply, regardless of background. Our hiring decisions are guided by skills, experience, and a shared commitment to our values. If you have any questions about our process, we’re happy to provide support and guidance along the way.