Sales Manager

NSF

Experience: 5+ yrs
Location: United States
Job type: Full-time

Required skills

HubSpot

About the role

Cambium Analytica joined NSF in October 2025, and the combined organization is building something rare in the natural products testing industry: a fully integrated testing, certification, and advisory platform backed by 80 years of brand trust and a client base spanning roughly 40,000 companies across 110 countries. For clients in the dietary supplement, food, beverage, and natural products industries, this means a genuinely new kind of partner — one that can support them from product concept through market compliance under a single roof. For the Sales team, this is a moment that doesn't come along often: a highly credible brand, an agile and technically excellent lab, a large and engaged client ecosystem, and a market that is actively evolving around integrated service models. The Sales Manager role exists to convert that moment into durable growth.

Responsibilities

Cross-Sell Execution

Own execution of the cross-sell pipelines as a primary growth channel for the team
Build and maintain strong working relationships with NSF partner teams to support coordinated client engagement
Lead structured outbound motions against strategic target accounts, in partnership with Marketing
Coach AEs on positioning Cambium Analytica’s integrated testing capabilities and the value of a unified testing and certification partner
Ensure the team engages new introductions with the responsiveness and rigor expected of a premier testing partner

Recurring Revenue Execution & Relationship Building

Lead the team against Cambium Analytica's recurring-revenue model — where an account is not 'closed,' it is activated into ongoing monthly testing cadence
Own AE accountability for progression from first sample through 1 / 2 / 3 Months Consecutive stages and into durable recurring cadence
Coach AEs on diagnosing and recovering accounts stalled in Pending Service Fit, Infrequent Testing, or at risk of Lost Velocity
Build playbooks for account reactivation and retention; reinforce that every active account is a relationship to be earned every month

Marketing Partnership & Go-to-Market Strategy

Partner with Marketing leadership to shape go-to-market strategy, ICP definition, campaign targeting, and messaging — bringing front-line market intelligence to every strategic conversation
Translate current market conditions, client feedback, and competitive dynamics into actionable input for Marketing programs

Co-own strategic account targeting and campaign design with Marketing; ensure Sales execution keeps pace with Marketing demand generation

Align sales enablement assets, positioning, and case studies with Marketing to ensure a coherent brand narrative in-market

Provide regular closed-loop feedback on lead quality, campaign performance, and messaging resonance to continuously sharpen GTM execution

Client Services Partnership — Hunters & Farmers

Harmonize sales (hunter) and Client Services (farmer) motions across the customer lifecycle — ensuring a single, coordinated strategy for retention, expansion, and churn reduction
Partner with Client Services leadership to define clean ownership transitions, account plans, and shared accountability for MRR health on every active account
Build shared playbooks for expansion and upsell where Sales and Client Services team up to grow account revenue rather than compete for it
Jointly diagnose and respond to churn signals, infrequent testing patterns, and at-risk accounts with coordinated Sales + CS interventions
Establish shared metrics, review cadences, and escalation paths between Sales and Client Services to keep the two functions aligned on account outcomes

Sales Execution & Pipeline Management

Establish and implement scalable sales processes, workflows, and best practices across the team
Own team pipeline development and health, coaching AEs to build, manage, and advance opportunities
Tailor coaching, playbooks, and performance expectations to the distinct commercial motions the team runs
Leverage HubSpot to drive visibility, accountability, and data-informed decision-making

Scientific Sales Alignment & Service Fit

Ensure opportunities are aligned with Cambium Analytica's technical capabilities, service offerings, and laboratory capacity
Guide Account Executives in translating client needs into clear, accurate, and executable scopes of work
Reinforce accurate representation of turnaround times, capabilities, and method limitations — technical credibility is a core part of how Cambium Analytica wins and keeps clients
Ensure a consistent, high-quality client experience across the team from initial engagement through ongoing relationship

Coaching, Performance & Team Development

Coach and support Account Executives in advancing relationships, removing obstacles, and activating accounts
Guide deal strategy, including scoping, pricing, and positioning for complex opportunities
Set clear expectations, monitor performance, and drive accountability through regular pipeline reviews and 1:1s

Address performance challenges proactively and support development to improve individual and team outcomes

Partner with leadership to forecast hiring needs and recruit AEs as the business scales

Design and execute onboarding and ramp plans that shorten time-to-productivity for new AEs

Reporting, Forecasting & Business Unit Communication

Serve as the central communicator of sales performance to business unit leadership — translating pipeline data, activation trends, and forecast signal into clear narratives that inform business decisions
Own and deliver all regular sales reporting: weekly forecast, monthly pipeline reviews, quarterly business reviews, and AOP performance tracking
Produce defensible recurring revenue forecasts with clear commit, best-case, and upside categorization — explain variance and adjust confidently as conditions change
Enforce HubSpot data standards such that the pipeline is a reliable forecasting instrument, not a lagging indicator
Establish and hold the team to activity and stage-advancement SLAs
Surface leading indicators — activation rates, cadence progression, churn signals, cross-sell conversion — to leadership early enough to act on them
Represent the Sales function in cross-functional business unit forums and ensure Sales’ perspective is heard in strategic planning

Qualifications

5+ years in B2B sales, with 2+ years directly managing quota-carrying Account Executives or equivalent individual contributors
Demonstrated experience scaling a sales team through a period of significant growth
Experience leading a recurring-revenue or relationship-driven sales model (SaaS, subscription services, recurring professional services, or similar) — not just one-time contract closes
Proven ability to partner effectively with Marketing on GTM strategy and with Client Services / Customer Success on retention and expansion
Expert-level HubSpot proficiency, including pipeline design, workflow automation, reporting, and forecasting
Track record of delivering accurate forecasts and communicating sales performance to executive leadership
Proven ability to operate independently in ambiguous, fast-changing environments

About Company

From farm to fork, NSF is the go-to partner for the food, nutrition and wellness industries – ensuring the highest level of product safety, quality, integrity and sustainability. Across the globe, we continue to lead the way in certification, testing and compliance services, empowering our clients to deliver safer, higher-quality products to consumers while meeting the demands of an ever-changing regulatory environment.

Company

With a legacy spanning more than 80 years, NSF leverages science and innovation to improve human and planet health. We provide science-driven, independent testing, inspection, certification, and advisory services and develop the very standards that drive the food, water, and life sciences industries worldwide. We empower our clients to navigate shifting regulations to improve consumer health, safety, and quality of life.

One of our core values is We Are One NSF. This means that while we’re one team, we embrace the cultural, ethnic, language, and demographic diversity that reflects the societies in which we live and work.

Come join a team that makes a difference in the world. More information about NSF can be found at nsf.org.

NSF is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to, among other things, race, color, religion, sex, sexual orientation, gender identity, national origin, age, status as a protected veteran, or disability.

Notice to Agency and Search Firm Representatives: Please note that NSF is not accepting unsolicited resumes from agencies/search firms for this role. Resumes submitted to an NSF employee by a third-party agency without a valid written & signed search agreement between NSF and said third-party agency will become the sole property of NSF. No fee will be paid if a candidate is hired as a result of an unsolicited agency or search firm referral. Thank you.

About NSF

Providing global public health standards, testing, and certification services.

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