Hi, We’re AffiniPay!
AffiniPay is a leading fintech company, based out of Austin, Texas. As the market leader in professional services payments and practice management software, AffiniPay’s tech products serve legal, accounting, architectural, engineering and construction firms. AffiniPay has been recognized as one of Inc. 5000’s fastest growing companies in the U.S. for 13 years in a row, and as a result, our teams continue to grow as well!
The Manager, Sales has a proven track record of managing and leading payments and/or software sales teams. This role is responsible for developing, motivating and guiding a team dedicated to customer-sales opportunities within our existing customer base. This role is crucial to our company’s growth strategy, focusing on maximizing customer lifetime value through tailored solutions and complementary product offerings. Our ideal candidate will have a strong background in sales leadership, particularly in customer sales and up sales strategies, and a passion for driving customer success. This position will be exciting, challenging and require a deep understanding of SaaS related sales methodologies and processes. Experience in leading a sales team and multiple lead sources to accelerate operational efficiencies and sales outcomes will be critical. You will have the opportunity to utilize in-depth knowledge of sales tools, techniques and methodologies, as well as the customer experience and our ecosystem, to accelerate growth. By partnering effectively with stakeholders such as Marketing, Finance and Revenue Operations, you will advance key priorities, innovate improvements and inspire change.
Responsibilities
- Lead, manage and coach a team of sales representatives focused on customer sales products and services to our current customer base.
- Develop and implement effective strategies to identify and pursue customer sales opportunities, aiming to increase product adoption and revenue per account. Align sales activities with overall sales goals and objectives.
- Establish clear revenue and performance targets for the customer sales team and ensure consistent achievement of these goals.
- Monitor customer sales performance metrics, analyze sales data, and report on team performance to senior leaderships leveraging insights for continuous improvement.
- Develop, Implement and refine customer sales and up-sale processes, ensuring alignment with customer needs and business objectives.
- Work collaboratively with the Customer Success, Marketing, Sales, Enablement and Product teams to ensure alignment on upsell opportunities, improving customer satisfaction and understanding customer needs. Provide feedback and insights to enhance customer sale opportunities.
- Foster a positive, high-energy work environment that encourages continuous learning and improvement.
- Prepare and present regular performance reports to senior leadership. Use data-driven insights to make informed decisions and adjustments to strategy.
- Identify and implement best practices, tools, and processes to optimize efficiency and effectiveness within the customer sales team.
- Actively use Salesforce, Tableau, Gong and Outreach, as well as dashboards and reports, to manage sales processes and set standards for performance metrics. Ensure the customer sales team is utilizing these platforms as required.
- Accurately forecasts sales results, provides regular updates to senior management, and maintains CRM data integrity.
- Actively participates in hiring, onboarding and mentoring of new sales team members, fostering a high-performance culture.
Requirements
- 2+ years sales management / leadership experience in cloud or SaaS technology sales
- 2+ year in inbound/outbound sales with proven track record of success
- Ability to inspire, lead and motivate a team to exceed sales targets and grow professionally.
- Ability to develop and execute customer-sales strategies that align with company objectives and market conditions.
- Ability to build relationships with existing customers and deliver value-based solutions that drive customer success.
- Strong verbal and written communication skills, capable of presenting and negotiating with senior stakeholders.
- Experience leveraging prospecting tools and platforms (lead generation, email, phone, video, data enrichment & cleansing, etc.)
- Ability to hire, onboard, and continuously train team members
- Ability to be flexible and adaptable to changing conditions at a fast-paced, growing company
- A commanding desire to succeed in sales leadership
- Passion to work in a fast-paced environment
- Team player attitude who also enjoys and thrives in healthy competition
- Self-motivation to learn fast and pivot as the business develops
Our Story
Founded in 2005, AffiniPay’s mission is to build technology products that helps professionals focus on the work they love. As the leader in the professional payments industry, AffiniPay’s products serve legal, accounting, architectural, engineering and construction firms. Our portfolio of software solutions include MyCase (Legal Practice Management Software), CASEpeer (Practice Management for Personal Injury Firms), Docketwise (Immigration & Case Management Software), Soluno (Legal Accounting), and Woodpecker (Legal Document Automation). Our portfolio of payment solutions include LawPay (Legal), AffiniPay for Associations (Associations), CPACharge (Accounting Professionals), and ClientPay (Architect, Engineer, and Construction). AffiniPay’s products serve over one hundred thousand users, and we are noted as one of the fastest growing tech companies in Austin, Texas. We are constantly looking for talent to join our team to continue playing a key part in unlocking our potential.
Diversity, Equity & Inclusion at AffiniPay
At AffiniPay, we recognize that innovation occurs with a strong team of people who are diverse in background, personality, talent and ideas. Experience comes in many forms and ensuring a diverse and inclusive workplace where we continue to learn from each other is an integral part of our culture. We are committed to creating a welcoming and transparent environment for all that embraces those differences through education, equal access to opportunities and information, inclusionary programs, and community outreach.
Benefits that Benefit You!
As a people first culture, we believe it is important that our teammates are happy, healthy, and productive. In order to best support that, AffiniPay provides award-winning benefits that can make a difference in your life - right now and for the future.
- All employees receive fully covered medical, dental and vision coverage - Choose from our 2 available health plans based on what fits you and/or your family!
- Have some fur babies? - We offer them insurance too!
- RELAX and enjoy your time away with our flexible paid time off policy!
- We will help you plan for your future - 401K, or RRSP if in Canada, with a company match
- Competitive compensation packages that include mid-year and end-of-year bonuses and equity options for all full-time employees
- Health Wellness Program that includes nutrition consultations, mental health apps, and access to discounted memberships
- Have plans to grow your family? - Parental resources, including 16 weeks of paid time off for primary caregivers
- Professional development opportunities including mentorships, leadership programs and our AffiniPayU courses
- We believe it is important to give back with our Matching Gift Program and organized activities focused on donations, volunteerism and supporting the local communities throughout the country
- D&I initiatives provide educational opportunities regarding multicultural issues, tolerance, and celebrating diversity among our entire staff
- An incredible, in-office experience at our headquarters in Austin and San Diego including free lunch delivery, a fully stocked kitchen, and some “sweet” surprises for those afternoon pick-me-ups
Security Advisory
Our hiring teams at AffiniPay are dedicated to recruiting top talent that share our passion for serving the professional services industry through innovative financial technology. As such, our Talent Acquisition Team only follows legitimate hiring practices. We will always communicate with our candidates using emails with the AffiniPay domain and will never ask for sensitive/personal data during the application process. All interviews take place over phone call, Zoom/Google Meet or in person. All offers are communicated verbally by our Talent Acquisition Specialists with a written offer letter as a follow up.
