Job Description

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.

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
  

• 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

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.