Manager, SMB Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead a global team of 6–8 SMB Account Executives, overseeing their ramp-up, performance, career development, and team culture.

• Take responsibility for the team's SMB quota, forecasting, pipeline health, and the results on a weekly, monthly, and quarterly basis.

• Utilize HubSpot for inspecting the pipeline, evaluating sequence performance, and generating reports.

• Conduct one-on-one meetings, deal assessments, and pipeline evaluations with a focus on specific behaviors.

• Leverage Gong on a daily basis to pinpoint coaching opportunities, document best practices, and expedite ramp-up.

• Participate in a high volume of live discovery, demonstration, and negotiation calls to assist representatives and finalize deals.

• Implement AI tools like Claude and n8n to streamline administrative tasks and enhance representative performance.

• Develop and enhance the SMB sales playbook, including discovery frameworks, demonstration structures, objection handling, and closing strategies.

• Collaborate with the VP of Sales, Marketing, GTM Operations, and Customer Success to drive SMB pipeline and customer success.

• Train the team and convey frontline insights to Product and Leadership.

⛳️ Requirements

• Excellent written and verbal communication skills in English.

• Proven experience in managing SMB SaaS sales teams with a history of meeting and surpassing quotas.

• Background as a top-performing closer prior to transitioning into management.

• Authentic player-coach who actively engages in live calls and deal-making.

• Experience working in a high-accountability setting.

• In-depth hands-on expertise with Gong and HubSpot, encompassing pipeline management, forecasting, deal stage discipline, call coaching, and reporting.

• Strong coaching abilities and a consistent framework for developing representatives with radical candor.

• Experience in hiring and ramping up SMB closers in a fast-paced environment.

• Familiarity with AI tools, including Claude and n8n.

• Typically, 3–5 years of sales management experience is expected; this is not a first-time manager role.

• Commitment to TestGorilla’s mission.

• Ability to excel in a non-corporate, asynchronous, remote work environment.

• Bonus: experience in HR tech, ATS, recruitment, talent assessment, or recruiting software.

• Bonus: experience leading SMB teams in a product-led, PLG-influenced, or self-serve-to-sales model.

• Must possess legal authorization to work in the designated location without sponsorship.

🏝️ Benefits

• Competitive compensation (Total OTE of €120,000-€151,000 with a 50/50 base/variable split).

• Share Appreciation Rights (SARs).

• Fully remote work opportunity.

• Flexible working hours.

• Asynchronous work environment.

• Annual remote work budget of €1,000 or up to €2,000 from day one if purchasing a laptop.

• 3.5% Learning & Development budget.

• Clear advancement opportunities.

• Paid parental leave of 8-16 weeks.

• Customized return-to-work strategies.

• Unlimited and flexible time off policy.

• Caregiver-friendly workplace atmosphere.