Job Description

Regional Sales Manager - New Business (Distribution SaaS)

At White Cup, we’re not looking for someone to “support deals.” We’re looking for a quota-carrying B2B SaaS seller who can generate pipeline, run a full sales cycle, and close business.

We help distributors grow revenue through our purpose-built CRM and Business Intelligence (BI) platform —trusted by 1,000+ customers globally.

If you’ve sold SaaS software into complex B2B distribution environments or closely related industries and know how to move deals from first call to close, keep reading.

The Role

The role is a quota-carrying, B2B SaaS sales role responsible for driving net new ARR in your territory, engaging multi-stakeholder buying groups, and owning deals from initial conversation through close.

You will:

• Own your number and deliver against net ARR quota
• Build and manage a 3x+ pipeline through outbound prospecting and inbound lead conversion
• Run the full sales cycle (prospecting, discovery, solution alignment, proposal, negotiation close)
• Lead complex deals with multiple stakeholders
• Maintain accurate forecasting and pipeline discipline
• Partner with Marketing, Product, and Customer teams to win business

This is not a “wait for leads” role. You are expected to create and close opportunities .

What Success Looks Like

• You consistently hit or exceed quota
• You run a disciplined pipeline and know your numbers
• You can walk through a deal step-by-step and explain why you won (or lost)
• You are comfortable selling to executives and driving decisions
• You create urgency and move deals forward
• You maintain consistent pipeline coverage (3x) and forecast accuracy

What We’re Looking For

Must-Haves

• 5+ years in a quota-carrying B2B SaaS Account Executive or Regional Sales Manager role
• Proven track record of meeting or exceeding quota (with specifics)
• Experience owning the full sales cycle (prospecting through close)
• Strong pipeline generation, pipeline discipline, and forecasting capability
• Ability to sell into mid-market to upper mid-market organizations
• Direct B2B SaaS sales experience is required. Candidates without software sales experience will not be considered (e.g., real estate, non-software sales).

Strongly Preferred

• Experience selling CRM, BI, ERP, or adjacent SaaS
• Experience selling into distribution, manufacturing, or supply chain
• Experience running multi-stakeholder, longer-cycle deals

What Will Set You Apart

• You know your pipeline coverage and conversion rates without guessing
• You’ve closed deals that required real deal strategy—not just demos
• You’re comfortable pushing back on customers and driving urgency
• You don’t rely on others to carry the deal for you

What You’ll Do Day-to-Day

• Prospect into target ICP accounts and build pipeline
• Run discovery calls and uncover business value and ROI drivers
• Drive deal strategy and next steps
• Lead solution alignment (including demos) by partnering with pre-sales/product to connect the platform to customer ROI
• Collaborate with internal teams to close deals
• Keep CRM and forecast up to date
• Manage and advance opportunities through defined sales stages in CRM (e.g., Salesforce, HubSpot)

Why White Cup

• Proven product with strong market fit
• Clear ICP and established customer base
• Leadership focused on performance and growth
• Fully remote environment with flexibility
• Competitive compensation and benefits

Comp & Benefits

• Competitive base + uncapped commission
• Full benefits package
• Unlimited PTO
• Remote-first culture

Final Thought

If you’re looking for a role where you can:

• own your number
• control your pipeline
• and actually win deals

We should talk.

Equal Opportunity Employer

White Cup is proud to be an Equal Opportunity Employer and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran status.

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