Beacon Software - General Manager
Requirements
• Demonstrated success in a commercial leadership role (GM, COO, VP Sales, Head of Revenue) at a B2B SaaS or vertical software company. • Proven track record of leading and growing a sales organization, including coaching individual sellers, redesigning territory and quota, and improving win rates. • Experience leading and performance managing a diversified team • Strong P&L literacy and operating discipline, with comfort interrogating revenue mix, cost structure, and EBITDA drivers. • Excellent written and verbal communication. You will be in front of customers, industry audiences, the SnailWorks team, and our investors regularly. • Background in relationship-driven, reputation-led sales is strongly preferred. • Comfort operating inside the structure of a buy and hold investor • Mail industry experience (print, mail, postal, direct mail, mail logistics, marketing services, or direct marketing technology) is strongly preferred • What You’ll Get • What You’ll Get • A profitable, growing business with real market position
Responsibilities
• Day-to-Day Leadership of SnailWorks • The General Manager will lead day-to-day operations of the business — owning the commercial engine, customer relationships, team, and operating cadence — and partner with Beacon's Operating Partner, Group CTO, and Senior Product Manager on product priorities. The founder remains active in an industry-facing capacity to support customer continuity and industry presence. • Time allocation across four pillars: • Commercial Engine Ownership • Own revenue targets for SnailWorks and the operating cadence required to hit them. • Lead and develop the sales team. Set territory, quota, methodology, and win/loss discipline. • Build and run a credible pipeline reporting motion and a structured monthly pipeline review with Beacon. • Shape pricing and packaging in partnership with the Group CPO, Sr PM, and Strategic Finance. • Develop sales and account management motions to drive add-on services revenue. • Drive new logo acquisition (mail houses, agencies, enterprise direct mail issuers in financial services, education, retail, political/advocacy) and expand service usage and attachment within named accounts. • Represent SnailWorks externally at industry events (NPF, MFSA, MTAC, PostalVision) and earn credibility with USPS, mail industry trade groups, and major customers. • Customer Relationship and Retention • Own customer satisfaction, NPS, and gross/net revenue retention for SnailWorks. • Lead account management and customer success. • Build deep, trusted relationships with the top 20 accounts and serve as executive sponsor where appropriate. • Surface customer pain points, workflow insight, and feature requests to the Sr PM and Operating Partner with rigorous prioritization and economic framing — not anecdotes. • Voice of the Customer to the Product Organization • Translate real-world workflow understanding (mail piece tracking, IMb data, postal scan events, predictive delivery, ROI reporting) into actionable product insight. • Participate in pod product reviews as a consulted voice. Provide commercial context, urgency signals, and customer evidence. • Collaborate with the Sr PM to validate hypotheses, prioritize feature requests by revenue impact, and test go-to-market readiness of new product launches. • Team Leadership and Culture • Lead a distributed commercial team across sales, account management, and marketing. • Hire, develop, and retain top-quartile talent. Make hard people decisions promptly and thoughtfully. • Set the cultural tone for the business, reinforcing Beacon's values: Humility, Honesty, Hunger, Horizon. • Foster continuity with longstanding SnailWorks staff during the transition from founder-led operations, while introducing the operating discipline a Beacon-owned business requires. • Operations, Finance, and Pod Collaboration • Own the operating rhythm: monthly business review, weekly pipeline review, monthly customer health review. • Partner with Strategic Finance on budgeting, forecasting, and P&L management. Deliver the FY26 plan and FY27 budget. • Collaborate with Beacon to land transformation to shared infrastructure resources such as CRM tooling, billing, and accounting in collaboration with Beacon’s Integration team. • Participate actively in pod operating cadences and contribute to pod-level GTM strategy discussions. • Decision Authority • Decision Authority
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