Senior Manager, Sales | Retail

Sr Manager Sales | Retail

The Sr Manager, Retail vertical, leads a team of five Account Managers responsible for growing revenue, retaining customers, and expanding adoption across a large and strategic North American installed base, with a primary focus on small and medium-sized business (SMB) accounts. The role sets commercial direction, develops territory and account strategies, and establishes a repeatable operating rhythm for pipeline creation, forecasting, renewals, migrations, expansion and retention. The Sr Manager owns a team bookings quota and builds a high-performing team through coaching, accountability, talent development, and cross-functional partnership.

What you will be doing:

• Lead, coach, and develop Account Managers to achieve the annual operating plan, team quota, customer retention goals, and assigned performance indicators.

• Build and execute an SMB installed-base growth strategy encompassing renewals, cross-sell, upsell, product adoption, migrations, and expansion into additional business units or subsidiaries.

• Direct territory and account planning, including segmentation, whitespace analysis, account prioritization, executive engagement, and coordinated action plans for at-risk customers.

• Establish an operating cadence for pipeline reviews, account reviews, forecast calls, deal strategy, and inspection of customer satisfaction, attrition, adoption, and migration metrics.

• Produce accurate monthly and quarterly forecasts; assess risk and upside, communicate assumptions, and adjust coverage, resources, and priorities as needed.

• Coach Account Managers through complex sales cycles, negotiations, pricing and concession decisions, executive presentations, escalations, and multi-stakeholder buying processes.

• Partner with Customer Success, Services, Product, Marketing, Finance, and Revenue Operations to remove barriers, improve customer outcomes, and maximize recurring revenue.

• Hire, onboard, and manage talent; set expectations, conduct performance management, support development plans, and build a succession-ready culture of accountability and continuous improvement.

• Manage assigned budgets and ensure customer-engagement programs and operating plans are executed effectively within company policies and available resources.

What you will likely bring:

• Advanced knowledge of enterprise software and SaaS sales, including recurring-revenue economics, customer lifecycle management, SMB account management, installed-base expansion, renewals, migrations, and adoption-led growth. Familiarity with Epicor Eagle and Propello is highly preferred.

• Strong strategic and commercial judgment, with the ability to translate customer needs, market trends, competitive intelligence, and business data into actionable territory and account plans.

• Demonstrated ability to lead negotiations involving pricing, concessions, terms and conditions, procurement, legal, security, finance, and executive stakeholders.

• Proficiency in sales forecasting, CRM discipline, pipeline analytics, quota and KPI management, and data-driven resource allocation.

• Effective people leadership, executive communication, presentation, conflict resolution, change leadership, and cross-functional influence skills.

What could set you apart:

• Bachelor's degree or equivalent experience.

• 10+ years of progressive sales or account management experience, including demonstrated success in the software industry; SaaS experience required.

• 5+ years of experience managing and developing sales or account management employees, including hiring, coaching, performance management, and team operating cadence.

• Experience leading an annual sales or bookings quota ranging up to $10M.

• 4+ years of specialized experience managing or selling software solutions to SMB or other high-volume customer segments, with a record of retention, expansion, and customer relationship management.

• Ability to travel up to 50% within North America.

Preferred Qualifications

• Experience with enterprise resource planning, business applications, or other mission-critical software.

• Experience leading teams through cloud migrations, modernization initiatives, or customer transformation programs.

#LI-KT1 #LI-REMOTE

Whatever your career journey, we'll help you find the right path. Through our training courses, mentorship, and continuous support, you'll get everything you need to thrive. At Epicor, your success is our success. And that success really matters, because we're the essential partners for the world's most essential businesses-the hardworking companies who make, move, and sell the things the world needs.

Range:

The salary range provided reflects the national average for this job title and does not represent compensation specific to Epicor Software Corporation. Actual compensation will vary based on experience, qualifications, and market factors relevant to the position.

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