Job Information

iCIMS - Inhouse Manager, Prospect Sales - Mid Market in Holmdel, New Jersey

Job Overview:

The Manager, Prospect Sales will be responsible for leading a Sales team who focus on iCIMS’ growth proposition within the Majors segment. The Manager will be responsible for executing our growth strategy by ensuring their team of Account Executives are trained, supported, and in a position to succeed.

The Manager will be responsible for hiring, training, motivating, mentoring, tracking productivity, performance analytics, CRM maintenance and other sales functions. Working in alignment with the Inside Sales, Marketing, and Sales Engineering, the Manager, Prospect Sales will workmaximize sales performance in lead generation, opportunity creation, average deal size, close rates, and sales cycle for the Majors segment.This team will face a variety of sales- some very tactical, others strategic. This position reports to the Vice President, Majors.

About Us:

iCIMS extends a work culture unlike any other East Coast-based technology provider. We focus on hiring candidates who display our seven core competencies: passion, drive, transparency, adaptability, empathy, kaizen and customer commitment. If you eat, sleep, and breathe our competencies and desire to work in a casual yet results-driven environment that embraces innovation, then you’re just what we’re looking for!

iCIMS is a high-growth Software-as-a-Service (SaaS) company that’s routinely voted one of the Best Places to Work in New Jersey. We are the industry's premier recruitment software provider, delivering technology that supportsapproximately 4,000contracted customers around the globe. Committed to both growth and stability, we have a lot of opportunities for career advancement within our organization. Come grow with us—apply today!


  • Improve overarching sales metrics to include close rates, average deal size and time to close through ongoing training, coaching, and process improvement initiatives.

  • Drive consistent growth by enforcing and coaching to the proven iCIMS Sales Methodology

  • Grow our Majors client base by 30% year over year.

  • Manage a team of 6-7 sales reps to support our planned growth.

  • Manage individual and team quotas and provide Monthly, Quarterly and Annual Sales Metric analysis.

  • Improves close percentages of our Customer Sales team through ongoing training, coaching, and process improvement initiatives.

  • Establishes and maintains a merit-based, dynamic work environment that appeals to the top talent in the field and enables operational objectives.

  • Provides vision, planning & prioritization for team resources delegating and assigning projects, duties, and objectives.

  • Leads and coaches the team structuring appropriate training and development and eliminatingroadblocks to team performance.

  • Establishes and maintains relevant controls and feedback systems to monitor the operation of the department.

  • Focuses on building and improving process efficiencies within team.

  • Responsible for management and attainment of individual/team quotas, and provides Monthly/Quarterly/Annual Sales Metric analysis.

  • Serves as an executive resource for on-site client presentations, technical inquiries, executive summaries, and contract negotiations.

  • Coordinates with Marketing to develop sales tools for use during the sales process.

  • Partners with Talent team on the acquisition and retention of people resources to fulfill team mission successfully. Owns the selection process.

  • Consistently ensures that business is conducted with integrity at all times and that behavior aligns with iCIMS’ core competencies.

Additional Job Responsibilities:

  • Uses iCIMS’ Sales CRM to track and record sales activity to ensure that metrics can be accurately measured

  • Coordinates sales efforts with Marketing, Account Management, Inside Sales, Accounting, Legal, and technical service groups

  • Demonstrates a sense of urgency and takes initiative

  • Maintains flexibility and reacts to change appropriately

  • Receives and takes action on feedback for continual professional improvement and development

  • Takes measures to enhance body of knowledge and skill set through training

  • Other duties as assigned


  • BS/BA degree desired; or equivalent combination of education and experience.

  • A Minimum 6 years of sales experience, preferably in the HR, Technology, Software-as-a-Service industry.

  • A minimum of 1 year of experience managing sales teams preferred.

  • Exceptional sales forecasting and reporting analytics.

  • Team goal focused.

  • Ability to motivate and challenge a seasoned and growing sales team.

  • Ability to multi-task and handle multiple clients and issues simultaneously.

  • Exceptional interpersonal skills with a high degree of approachability and the ability to work seamlessly in a team oriented environment.

  • Effective negotiator, problem solver and creative thinker.

  • Comfortable working in a demanding, fast-paced changing environment that is going through high growth.

  • Excellent written and verbal communication skills. Must articulate thoughts and ideas clearly, concisely, and persuasively.

  • Driven and passionate about leading, mentoring and developing sales professionals.

  • Advanced Microsoft Office proficiency and experience is a plus.

  • Travel: 10-20%.

EEO Statement:

iCIMS is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, protected veteran status, disability status or any other characteristic protected by law.

ID 2019-6882

# of Openings 1

Category Sales

Department Sales MES

Posting Level Management