Sales Manager

About FareHarbor

At FareHarbor, our mission is to make experiences better for everyone. Founded in 2013 in Hawaii and acquired by Booking Holdings in 2018, FareHarbor creates powerful tools that enable our clients (think boat rentals, museums, food tours, events and more!) to operate and grow.

With over 20,000 clients across 90+ countries—we’re the largest in our industry and shaping the future of travel, together.

Our team is an ‘Ohana of 700+ people around the world. We’re passionate about pioneering an industry, embracing challenges with open arms, and delivering value to the experiences industry.

FareHarbor Core Values:

• Think Client First
• We Are One ‘Ohana
• Be Curious and Learn
• Own It.
• Act With Integrity
• Embrace the Challenge

Why FareHarbor?

Founding FareHarbor required unwavering passion. Turning a start-up into the world’s leading and largest reservation software for tours, activities, and attractions required relentless dedication and vision. To date, we’ve helped over 20,000 global businesses operate successfully and are proud to have played a role in enabling business owners to live their dreams.

And since day one, we’ve known that our real success lies in our people—the Ohana.

With each new feature launched and new client onboarded, there is a team of incredible people behind the scenes who are full of dedication, passion, energy, and the will to succeed. We encourage everyone to bring their whole selves to  work—to  believe in their abilities, to freely express their creativity, and to contribute with their own uniqueness by wearing their true colors. We take care of one another and always prioritize health and wellbeing. We give our people the space and trust to learn, to try, to succeed, to collaborate, to think outside of the box, to make mistakes, and even to fail. And then we come together to try again.

From the minute you join, you have a voice. You find your space. You make an impact. We celebrate our victories, shout our successes, and are always eager to tackle new challenges. And we can’t wait to see all that’s to come.

About the Role

As a Sales Manager at FareHarbor, you will own the performance, development, and execution of a team of Account Executives. You are accountable for results, not activity — and for building a culture where expectations are clear, coaching is rigorous, and performance is non-negotiable.

This is a hands-on leadership role for someone who knows how to:

• Coach sellers to target
• Diagnose pipeline problems early
• Hold tough performance conversations
• Develop future leaders

What you’ll do here:

Team Performance and Results 

• Lead a team of Account Executives to consistently achieve quarterly Closed Business (CB) and New Business (NB) targets
• Ensure ≥70% of reps are at or above 80% of target each quarter
• Own team forecasting with accuracy (±10%) and clear risk identification
• Drive healthy pipeline coverage and stage integrity

Coaching & Development

• Run weekly 1:1s focused on deal strategy, skills development, and performance gaps
• Conduct regular deal reviews and pipeline rebuilds for underperforming reps
• Develop and execute individualized coaching plans for bottom-quartile performers
• Ensure new hires ramp effectively within their first 90 days

Execution & Operating Cadence

• Lead weekly forecast, pipeline, and performance meetings
• Enforce consistent sales process, qualification standards, and CRM hygiene
• Identify issues early,  no end-of-quarter surprises
• Partner closely with Enablement, Operations, and Leadership to remove friction

Talent & Accountability

• Proactively manage performance, including formal improvement plans when required
• Make clear, timely recommendations on promotions, role changes, or exits
• Build internal bench strength by identifying and developing high-potential AEs
• Model high standards, ownership, and professionalism

What success looks like (first 6-12 months)

• Your team reliably hits or exceeds quarterly targets
• Forecast accuracy improves and remains consistent
• Performance issues are identified and addressed early
• Top performers feel supported and challenged
• Underperformance is resolved quickly and fairly
• You are seen as a trusted operator and talent developer

Requirements:

• 3–7+ years in B2B sales, with proven success as a top individual contributor
• 2+ years managing sales reps to quota
• Demonstrated ability to coach reps through complex sales cycles
• Strong command of pipeline math, forecasting, and deal strategy
• Comfort delivering difficult feedback and holding high standards
• Experience managing change, new processes, or performance resets

Preferred Qualifications

• SaaS or marketplace experience
• Experience leading teams through growth or transformation
• Track record of developing reps into top performers or managers
• Data-driven, operational mindset

Who thrives in this role: 

• Leaders who love coaching and accountability
• Operators who care about outcomes, not optics
• Managers who run toward problems instead of avoiding them
• People who want to build something great — not just manage what exists

Benefits 

• Medical, dental + vision coverage
• 26 vacation days, 10 sick days & 12 paid holidays per year
• Global leave benefit 
  • 22 weeks paid parental leave 
  • 2 weeks paid grandparent leave 
  • Extended care and bereavement leave
  • Life insurance policy
• 401k + employer matching
• Social hours & events and team-building 
• Educational Opportunities
• Wellness benefits (Headspace subscription & wellness webinars)   
• Work-from-home assistance
• Hybrid friendly
• Paid volunteer hours

Salary Range: Year 1 Earning Potential: $135,000-$180,000 (Base Salary Range: $60,000-$80,000)

Please note you must be authorized to work in the United States for this position.

At FareHarbor, we believe making experiences better for everyone starts with fostering a workplace where every voice is heard and everyone is empowered to thrive. We’re committed to inclusion, welcoming all qualified job seekers to apply and join our ‘ohana.

FareHarbor is an equal opportunity employer in accordance with all applicable federal, state and local laws. We do not discriminate on the basis of race, color, religion, gender, gender identity, sex, sexual orientation, national origin, disability, age, or veteran status, or any other classification protected by federal, state, or local law. If you need adjustments during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

To learn more about how we use your information, see our Privacy Statement for Applicants. By submitting your application, you confirm that you understand and agree that your information will be processed in accordance with our Privacy Statement for Applicants.

Any offer of work (e.g. employment, assignment) will be subjected to the successful completion of pre-employment screening.