The National Sales Manager (NSM) is responsible for leading a B2B Book of Business focused on client retention, expansion, adoption, and long-term partnership growth within Beckers accounting firm client base. The NSM drives revenue growth through renewals, upsell and cross-sell opportunities, enterprise account management, pipeline management, forecasting accuracy, and strategic client engagement.

The NSM serves as a client advocate, trusted advisor, and key accounts sales manager while achieving revenue targets across CPA, CPE, AI, Staff Levels Training (SLT), CMA, CIA, EA, and other Becker learning solutions. This role partners closely with Marketing, Product, Customer Service, Sales Operations, CAT, Global Firms, Inside Sales, and executive leadership to support client retention and growth initiatives.

 

 

 

Revenue Growth & Retention
● Drive growth across multiple product lines including CPA, CPE, AI, Staff Levels Training, CMA, CIA, EA, certificates, and other Becker offerings.
● Develop strategies to identify new revenue opportunities within existing client accounts.
● Ensure proactive management of high-risk renewals and attrition risks.
● Improve customer adoption and engagement to maximize renewal success and customer lifetime value.

Strategic Account Management
● Develop multi-threaded relationships throughout client organizations.
● Promote consultative selling and trusted advisor relationships.
● Support enterprise contract negotiations and complex account expansion strategies.
● Leverage client usage data, business objectives, and workforce development initiatives to drive recommendations.
● Ensure consistent executive engagement within key accounts.

Pipeline Management & Forecasting
● Maintain accurate forecasting and pipeline health.
● Ensure Salesforce reflects current opportunity status and qualification standards.
● Monitor renewal risk, contract movement, expansion opportunities, and forecast accuracy.
● Drive disciplined opportunity management utilizing company sales methodologies and qualification frameworks.

Customer Success & Adoption
● Champion customer onboarding, adoption, and engagement strategies.
● Ensure clients clearly understand Beckers full portfolio and value proposition.
● Partner with implementation and customer success resources to improve client outcomes.
● Utilize usage reports, status reports, and client feedback to improve retention and expansion results.
● Foster a proactive approach to identifying client needs and delivering solutions.

Cross-Functional Collaboration
● Partner with B2B Marketing on campaigns, client communications, events, and ABM initiatives.
● Collaborate with Product, Customer Service, Operations, Finance, and Sales Enablement teams.
● Provide field insights regarding customer needs, market trends, product adoption, and competitive dynamics.
● Support organizational initiatives, new product launches, and strategic growth programs.

Operational Excellence
● Drive CRM adoption and data integrity.
● Ensure consistent use of Salesforce as the system of record.
● Monitor activity metrics, pipeline coverage, account reviews, and customer engagement standards.
● Leverage AI-enabled tools and analytics to improve efficiency, client preparation, and strategic decision making.

 

Preferred Experience:

● 5+ years sales experience.
● Background in SaaS, professional education, professional services, learning & development, or B2B sales.
● Proven success leading to renewal, retention, and expansion efforts.
● Experience managing enterprise and strategic accounts.
● Expertise with Salesforce and forecasting processes.
● Strong analytical and business planning skills.

 

Based on current CARE Team priorities and discussions, the ideal NSM:
● Balances retention and growth equally.
● Creates disciplined pipeline management.
● Uses client usage data to drive business reviews.
● Identifies cross-sell opportunities across Colibri’s full portfolio.
● Consultative selling behaviors.
● Drives AI, Staff Levels Training, CPE, CPA, and enterprise growth initiatives.
● Builds strong relationships with Accounting Firms, Government Agencies, Corporations, and Learning & Development leaders.
● Maintains a culture of accountability, professionalism, collaboration, and client advocacy.
● Travel Required.