SaaS Sales Manager: What Qualification Do You Need? (+ FAQs)

Interested in becoming a SaaS sales manager? 

There’s a lot that goes into this role, which means you need to develop a wide skill set if you want to excel. 

SaaS sales managers are the driving force behind generating revenue for software companies. It’s an incredibly important role, and it involves a diverse range of responsibilities. 

Let’s answer any SaaS sales manager questions you have in the guide below.

What is a SaaS Sales Manager?

A SaaS sales manager is a professional responsible for leading and overseeing a team of sales representatives who focus on selling SaaS products and services. 

SaaS is a cloud-based software delivery model in which customers subscribe to software applications rather than purchasing and installing them locally. The sales manager’s primary role is to develop and execute sales strategies to drive revenue growth for the SaaS company. 

This involves setting sales targets, coaching and mentoring the sales team and monitoring their performance. The sales manager also needs to make sure that the team effectively communicates the value and benefits of the SaaS product to potential clients.

SaaS sales managers also play a big role in collaborating with other departments, such as marketing and product development, to align sales efforts with the company’s overall goals. They often use data and analytics to track KPIs, understand customer behavior, and optimize the sales process. 

A successful SaaS sales manager possesses strong leadership and communication skills and a deep understanding of the SaaS industry.

SaaS Sales Manager FAQs

Interested in becoming a SaaS sales manager? Here are a few common questions about the role.

What Qualification Does a SaaS Sales Manager Need?

Becoming a SaaS sales manager typically requires a combination of education, skills, and experience to excel in their role. 

There’s no single qualification or course that a SaaS sales manager should take. Instead, becoming an effective sales manager typically involves developing skills and knowledge in a wide range of areas. This spans both sales and leadership skills.

To help you understand this better, here are some typical qualifications a SaaS sales manager should hold.

Educational Background

While there is no specific degree requirement, a bachelor’s degree in business, marketing, sales, or a related field is commonly preferred. Some organizations may also require a master’s degree, particularly for more senior roles.

Sales Experience

A good degree is important, but in the world of SaaS sales, having the right experience is far more valuable.

Extensive sales experience is crucial. Many SaaS Sales Managers start their careers as sales representatives, account executives, or in other sales roles to gain a deep understanding of the sales process.

SaaS Knowledge

In-depth knowledge of the SaaS industry is essential. This includes understanding cloud-based software solutions, subscription models, and industry trends.

Leadership Skills

Strong leadership and management skills are vital. SaaS Sales Managers need to lead and motivate their sales teams to achieve targets.

Communication Skills

Effective verbal and written communication skills are crucial for presenting the value of the SaaS product and for collaborating with other departments within the organization.

Analytical Skills

Proficiency in data analysis and understanding key performance metrics is important for making data-driven decisions and optimizing the sales process.


Being comfortable with technology and software tools is essential, as many sales processes are now automated or managed through CRM (Customer Relationship Management) systems. Of course, if you’re selling software, you also need to have a strong understanding of the software products you’re selling.


Some SaaS companies and industry organizations offer certifications related to SaaS sales, which can enhance a Sales Manager’s credentials. If you haven’t got a relevant degree, taking an online certification can be a good idea.

What are the Main SaaS Sales Manager Responsibilities?

There’s a lot that can go into a SaaS sales manager role. Here are some of the main tasks and responsibilities involved:

  • Setting sales goals and strategies: Develop and implement sales goals, strategies, and plans to achieve revenue targets and growth objectives for the SaaS product or service.
  • Team leadership: Lead, mentor, and manage a team of sales representatives, including hiring, training, and performance evaluation. Motivate the team to meet and exceed sales quotas.
  • Sales process optimization: Continuously optimize the sales process, identifying and implementing improvements to enhance efficiency and effectiveness.
  • Customer engagement: Work closely with the sales team to engage with potential customers, build relationships, and ensure a positive customer experience.
  • Sales forecasting: Analyze data and market trends to forecast sales performance, and make data-driven decisions to meet or adjust targets.
  • Product knowledge: Maintain a deep understanding of the SaaS product or service and its value proposition, ensuring that the sales team can effectively communicate its benefits to customers.
  • Collaboration: Collaborate with marketing, product development, and customer support teams to align sales efforts with the overall company goals and ensure a consistent customer journey.
  • Reporting and analytics: Use data and analytics tools to track key performance metrics, monitor team performance, and make informed decisions about strategy and resource allocation.
  • Negotiation and closing: Assist the sales team with complex negotiations and closing deals, especially in the case of larger or strategic customers.
  • Market research: Stay informed about market trends, competitors, and industry developments to identify new opportunities and threats.
  • Customer feedback: Gather and analyze customer feedback to make improvements to the product and identify potential upsell or cross-sell opportunities.
  • Compliance: Ensure that the sales team follows legal and ethical guidelines in their sales practices, including data protection and privacy regulations.
  • Budget management: Manage the sales department’s budget, including expenses related to sales initiatives and personnel.
  • Customer retention: Develop strategies to retain existing customers, encourage renewals, and reduce churn.

How to Become a SaaS Sales Manager?

To become a SaaS sales manager, you typically need to start by gaining experience in sales roles – preferably within the SaaS industry. 

Focus on developing your sales skills, including prospecting, closing deals, and building relationships. As you progress, look for opportunities for leadership or management roles within your organization to gain experience in team management and mentorship. 

You’ll need an in-depth knowledge of the SaaS industry, including cloud-based software solutions, SaaS sales models, and market trends. Improving your communication, negotiation, and analytical skills is also always important. 

Beyond these skills, you might want to consider relevant certifications around sales management, and when you have the necessary experience and skills, apply for SaaS Sales Manager positions. This can help give your SaaS sales career a competitive edge.


The role of a SaaS Sales Manager is multifaceted, involving both strategic planning and hands-on management to achieve revenue growth and customer satisfaction. It requires a combination of leadership skills, industry knowledge, and a results-oriented mindset.

There’s a lot that goes into being a SaaS sales manager, and there’s no single degree or certification that can help you get there. Instead, it’s about developing a wide-ranging skill set in both sales and leadership.
If you’re looking to improve your SaaS sales management, then using the right technology is incredibly important. Book a demo with Saleo to see how the platform can help any SaaS sales manager take their demo process to the next level.


Brian Cody

VP of Sales Engineering, Clari

Michael Stanczak

VP of Enterprise Sales, illumin

Ryan Splain

Principal Demo Solutions Engineer, Salesloft