Meet our Commercial Sales Managers @ Tipalti

Greetings Linkedin Network. I wanted to start this year off with a bang by highlighting our amazing sales leaders. Each week I will highlight a new sales leader for our Commercial sales team, this new new series called "Meet the Managers" will bring you a glimpse into each of our managers . Each week I will highlight one of our amazing managers with a Q&A session on all things sales and leadership style. Get to know our team and why Tipalti is the best place to work and grow your career as an Account Executive in 2024.

Starting this week off with our Sales Manager of the year, 2023, Paul Moriarty .

Location: Vancouver

Territories responsible for: Central United States

How long have you been with Tipalti, and were you always in a leadership role?

• Coming up on 4 years at Tipalti. Started as a senior AE and have been in a leadership role for the last 2.5 years.

How long have you been in the field of sales, and what led you to transition into a managerial role?

• All in, 10+ years in sales. I love selling and the art of negotiating, so leadership gives me the ability to be involved in those types of conversations a lot more than being an individual contributor. I also really enjoy coaching and helping people achieve their goals and sales leadership gives me that ability!

Can you describe your management philosophy or style when it comes to leading a sales team?

• I would describe my management philosophy as a customer centric, value based selling approach where relationship building and collaboration are at the forefront. I take a direct approach and align with my team's individual goals and will move heaven and earth to help them achieve them. We win as a team and we learn as a team, we celebrate each other's successes and push each other to be better every day.

How do you balance the need for achieving sales targets with maintaining a positive and healthy team culture?

• I understand that everyone is here to do a job and to advance their career and provide for their lifestyle and so ensuring we set realistic attainable short term and long terms goals and have everyone buy into the path to achieving those, builds a culture of positivity and helpfulness. If you enjoy coming to work and enjoy the people you work with, it makes the bad days a little easier but makes the good days so much better and so as a leader focusing on my team and what they bring to the table is super important, and build our culture around them.

What strategies do you employ to ensure effective communication and collaboration between your sales team and other departments, such as marketing or customer support?

• I have relationships with the leaders of other departments but encourage my team to build their own relationships and understand everyone's role and objectives. In sales you are just the tip of the spear, but there is so much work done from supporting teams around you, it is integral to understand, appreciate and have the ability to ask for help if you want to be successful

How do you promote continuous learning and development within your sales team to keep them competitive and adaptable?

• We have got a rockstar sales enablement team that supports the most tenured of AE’s right down to the folks who have crossed into the world for the very first time. With the development program they put in place and the regular feedback and reports they provide, we set every AE up for success from day one and long into their career here at Tipalti. As a leader i listen to where they want to take their career and we build out plans and identify gaps to fill in, which gives them the best opportunity to strive for those roles.?

What would your current team say is the best part about working for you??

• I would say the team culture they are a part of, it is a focus of mine to keep them on the right track, to help them achieve everything they want to, to celebrate their success with them and to ensure they have a safe, fun and collaborative environment to come to on a daily basis.

What do you like the most about working at Tipalti?

• The people - I have seen so much success at Tipalti and so much of that success is attributed to the people who work with and around me. I have always felt supported and pushed to achieve my own goals and have built that culture into my own team and leadership style.