Role Overview

The Sales Manager leads and develops Lime Media’s sales team across both Out-of-Home (OOH) media and experiential marketing solutions. This role is responsible for driving team performance, improving sales effectiveness, and ensuring consistent pipeline generation across service lines.

This is a non-quota carrying, player-coach role. Success is measured by the performance of the full selling team, with a strong emphasis on coaching, forecasting accuracy, and operational discipline. The Sales Manager is the operational heart of the sales organization and plays a critical role in scaling revenue across distinct but complementary offerings.

This role is expected to allocate time approximately as follows:

• 60% coaching and developing sellers
• 25% pipeline management and forecasting
• 15% process, systems, and tooling

Key Responsibilities

Pipeline & Forecasting

• Own the weekly revenue forecast delivered to the CRO, with clear tracking across OOH and experiential service lines
• Enforce CRM data hygiene across all sellers; ensure no deal advances without updated notes and next steps
• Monitor pipeline by seller, service line (OOH vs. experiential), and vertical segment
• Identify stalled deals early and drive escalation or next-step action
• Maintain a minimum 3× pipeline coverage ratio across the team

Coaching & Development

• Conduct weekly 1:1s with each seller focused on pipeline, skill development, and performance
• Shadow sales calls and demos at least twice per month per seller
• Lead recorded call review sessions to reinforce best practices and correct patterns
• Build and manage structured 30/60/90 day ramp plans for new BDR hires
• Coach sellers on distinct motions: OOH/media buyer conversations vs. experiential pitches, ensuring tailored messaging and approach

Metrics & Reporting

• Publish weekly activity dashboards segmented by OOH and experiential efforts
• Report monthly quota attainment by role and service line to the CRO
• Track BDR-to-AM conversion rates and identify performance gaps or drop-off points
• Deliver monthly seller scorecards covering activity, pipeline health, and outcomes

Process & Playbooks

• Own and maintain the sales playbook, updating ICPs, scripts, and objection handling guides on a quarterly basis
• Maintain distinct outreach strategies and messaging for OOH/media buyers versus experiential prospects
• Define and continuously refine ICPs by service line
• Establish and enforce pricing, proposal, and discounting standards

Hiring & Onboarding

• Lead interviews for BDRs and sales roles; provide hiring recommendations to the CRO
• Own onboarding for all new sales hires, ensuring consistency and speed to productivity
• Define and document role-specific quotas, ramp expectations, and performance standards

Success in This Role Looks Like

• Consistent team attainment of revenue targets across both OOH and experiential lines
• Accurate and reliable weekly forecasting with minimal variance
• Strong pipeline coverage (3×+) maintained across all sellers
• Improved conversion rates from BDR to Account Manager
• Measurable growth in seller performance, capability, and consistency over time

Required Experience

• 5–8+ years of experience in sales, with at least 2–3 years in a sales leadership or team lead role
• Proven experience managing BDR/SDR or inside sales teams in a high-activity environment
• Demonstrated ownership of pipeline management and revenue forecasting
• Strong CRM discipline, including experience enforcing data hygiene and process adherence (e.g., HubSpot, Salesforce)
• Experience working in a multi-product or multi-service sales environment

Preferred Qualifications

• Experience in advertising, media, Out-of-Home (OOH), experiential marketing, or related industries
• Familiarity with both media buying cycles and brand/marketing decision-making processes
• Experience building or scaling outbound sales teams
• Background managing teams selling to both agencies and direct brand clients

Core Competencies

• Coaching & Talent Development: Ability to elevate individual and team performance through structured coaching
• Operational Rigor: Strong attention to detail in pipeline management, forecasting, and process adherence
• Analytical Thinking: Uses data to diagnose issues and drive targeted improvements
• Accountability: Holds team members to high performance standards consistently
• Communication: Clear, direct, and effective across both frontline sellers and executive leadership

Education

• Bachelor’s degree in Business, Marketing, Communications, or a related field preferred
• Equivalent professional experience will be considered in lieu of formal education

Work Environment & Physical Requirements

This role operates in a standard office environment and requires regular use of a computer, phone, and other office equipment. The position involves frequent communication with team members, clients, and leadership, both in person and via phone or video. Occasional travel may be required for client meetings, team collaboration, or industry events.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

About Lime Media

Lime Media is a full-service marketing and media company specializing in Out-of-Home (OOH) and experiential solutions. We partner with brands to create high-impact, memorable campaigns that connect with audiences in the real world. Our integrated approach allows us to deliver both scale and engagement, helping clients stand out in a crowded marketplace.