Manager, Sales - OpenLogic

Our VP of Sales for OpenLogic at Perforce is searching for a Manager, Sales to join the team. The Manager, Sales at Perforce serves as an accomplished professional in the realm of sales management. This role oversees a team of sales professionals. The team collaborates closely with stakeholders to strategize and execute company-wide sales initiatives, programs, processes, services, and enhancements. This proactive approach includes a focus on ongoing enhancement through data-driven insights and analytics. Manager, Sales actively engages with key stakeholders to plan and implement improvements aimed at bolstering high-performance sales outcomes.

This position will support our OpenLogic brand who provides enterprise-grade technical support, Long-Term Support (LTS), and professional services for over 400 open-source packages. It helps organizations mitigate risks, ensure compliance, and maintain legacy frameworks while fully benefiting from open-so technology.

•    Revenue Performance
•    Own the annual revenue number across OpenLogic for North America
•    Drive retention in vulnerable product lines and prioritize ARR as a leading indicator.
•    Identify and close expansion opportunities within the existing customer base.
•    Build and convert qualified new business pipeline into targeted segments.
•    Sales Leadership & Coaching
•    Set the standard for preparation, product knowledge, and deliberate practice across your team.
•    Establish a consistent cadence of call reviews, 1:1’s, deal coaching, and skill-building.
•    Hold sellers accountable for activity levels, pipeline hygiene, and execution quality.
•    Create a culture where reps are expected to know their accounts, their competitors, and their value proposition cold.
•    Sales Motion & Process
•    Implement a repeatable sales process motion and buyer profile.
•    Help build the infrastructure (playbooks, cadences, qualification criteria) to make performance predictable.
•    Own your forecast and deliver it with accuracy.
•    Cross-Functional Alignment
•    Partner with Product to ensure the roadmap reflects commercial priorities and that sellers can articulate differentiated value.
•    Partner with Marketing to ensure demand generation, messaging, and enablement are tightly aligned to pipeline goals.
•    Coordinate with Technical Support and Professional Services to protect retention and expand accounts.
•    Represent the voice of the customer and the field in planning and prioritization.

•    5+ years in enterprise B2B software sales, with at least 3 years in a regional manager or Director-level role carrying a quota or managing quota-carrying teams.
•    Track record of consistent attainment in mature or competitive markets.
•    Experience in PE-backed or resource-constrained environments where execution discipline, not headcount, drives results.
•    Familiarity with the open source, developer tools, and/or adjacent infrastructure software markets is a plus, but not a requirement.
•    Known as a developer of sellers, not just a manager of results.
•    Comfortable with direct, specific feedback. Able to give it in a way that improves performance.
•    Sets high standards for preparation and follow-through, and models those standards personally.
•    Knows how to hold people accountable without destroying morale.
•    Reads deals accurately and coach sellers to do the same.
•    Can prioritize ruthlessly across a portfolio without losing the thread on any individual business.
•    Lean into ambiguity and build structure where it does not yet exist.
•    Collaborate effectively with Product and Marketing without expecting them to carry the commercial load.
•    Communicate with Senior Leadership with clarity.