Manager, Outbound Sales at Trainual – Tempe, Arizona

TL;DRTrainual is making a strategic bet on outbound — and we're hiring the person who will build it into a repeatable, scalable engine.

This is a founding role. You're not inheriting a finished motion; you're defining one. You'll lead a team of AEs and an SDR across both fully outbound and blended segments, own pipeline creation targets, and partner closely with RevOps and Marketing Ops to turn outbound from an activity into a measurable revenue driver.

If you're someone who gets energized by building systems, developing reps, and proving that outbound works — this is your moment.

So… who are you?You're a builder who leads from the front.

You've run outbound AE teams before and have the playbooks, scars, and wins to show for it.

Strategy and execution aren't in tension for you — you set the direction and you're in the trenches making sure it happens.

You don't wait for the motion to be handed to you. You design it, test it, and scale it.

You coach with clarity and hold the bar high.

You can diagnose whether a problem lives in targeting, messaging, rep execution, or funnel design — and you know how to fix each one.

You develop AEs through real coaching: personalization, sequencing, objection handling, and deal progression — not just scorecards.

Your team feels accountability as a feature, not a burden.

You think in systems.

HubSpot isn't just a CRM to you — it's a performance layer. You build workflows, sequences, and reporting that make the whole team faster.

You partner well with RevOps and Marketing Ops because you understand what they need and what they can build together with you.

You run structured experiments, learn fast, and scale what works.

What you will own & improveOutbound Strategy & ExecutionDefine and continuously evolve segmentation and targeting strategies across your two segments

Build and refine outbound playbooks across email, phone, LinkedIn, and multi-threading

Partner with Marketing to sharpen messaging and campaign performance

Establish and own outbound KPIs tied to pipeline creation and downstream conversion

Provide feedback on the technology stack to continuously improve outbound performance

Pipeline & Performance ManagementOwn outbound pipeline generation targets and conversion metrics end-to-end

Improve meeting quality, win rates, and deal progression across the team

Diagnose and address gaps across targeting, messaging, rep execution, and funnel performance

Team Leadership & DevelopmentLead a team of Account Executives across multiple motions and segments

Full-cycle AEs cover organizations with 25–349 FTEs, balancing inbound and outbound

Mid-Market AEs cover organizations with 350–1,000 FTEs, running 100% outbound

Coach outbound fundamentals: personalization, sequencing, objection handling, and progression

Drive accountability to outcomes — pipeline, conversion, and revenue — not just activity

Cross-Functional CollaborationPartner with RevOps to build and optimize workflows, reporting, and funnel visibility in HubSpot

Collaborate with Marketing Ops on campaign execution, targeting, and data quality

Ensure alignment across GTM teams to improve efficiency and scalability of outbound efforts

Systems & Operational ExcellenceOwn outbound infrastructure within HubSpot: sequences, workflows, and reporting

Maintain data hygiene and build reporting that drives real decision-making

Continuously improve processes to support a team that's growing

Experimentation & IterationRun structured tests across messaging, channels, and targeting approaches

Use data to iterate quickly — and scale what's working

What you already know3–5+ years leading outbound AE teams in a B2B SaaS environment, with a track record of hitting or exceeding pipeline and revenue targets

Proven outbound builder — you've created or significantly evolved an outbound motion, not just managed an existing one

Full-cycle fluency — comfortable coaching reps across every stage from cold outreach through close

SMB and mid-market experience — you understand the nuance of selling into organizations of different sizes and complexity

CRM discipline — hands-on experience with HubSpot (or similar), including sequences, workflows, and funnel reporting

Cross-functional partnership — you've worked closely with RevOps and Marketing Ops and know how to get the most out of those relationships

Data-driven — you can read funnel performance, identify what's broken, and translate insights into action

About the teamYou'll report directly to Susannah Orsuga, VP of Revenue & Partnerships, and partner across GTM with Sales, RevOps, Marketing Ops, and Customer Success.

Trainual is a team of 100+ people obsessed with training, accountability, and building great systems. We dogfood our own product hard — and we expect you to use it to document the plays and processes your team runs on.

This is a high-visibility, high-ownership role at a company that is serious about outbound as a growth strategy — not just a nice-to-have.

CompensationThis role offers an on target earnings (OTE) of $190,000. Role level and final compensation will be determined based on experience and hiring project relevant to this role and industry. It also includes stock options, benefits, and all of our brag-worthy culture perks.

This role also includes stock options, benefits, and all of our brag-worthy culture perks.

HybridWe have an amazing office in Tempe right off Mill Ave. This role is expected to be in office at least 3 days per week — and you're welcome to come in more if you'd like.

If you're the kind of person who builds the system, coaches the team, and proves that outbound works — we'd love to meet you.