Sales Manager – SMB

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

📋 Description

• Lead and expand the North American new logo sales team targeting small and mid-sized businesses with 200 to 1,000 employees.

• Oversee, mentor, and develop SMB Account Executives dedicated to acquiring new logos.

• Conduct weekly one-on-one meetings, call evaluations, and skills development sessions.

• Partner with People Operations to recruit, onboard, and accelerate the ramp-up of new Account Executives.

• Foster a culture of accountability, daily execution, and ongoing development.

• Establish and enforce guidelines for outbound prospecting, speed-to-lead, and pipeline progression.

• Mentor representatives on multithreaded prospecting, discovery, qualification using MEDDPICC, and Challenger-style insight selling.

• Analyze the sales pipeline, eliminate stalled deals, and provide accurate weekly and monthly forecasts.

• Facilitate deal clinics addressing objection handling, procurement, contracting, and one- or two-call closures.

• Prepare the team to engage with CFOs, Controllers, and Finance Directors.

• Guide representatives in articulating ROI and showcasing Emburse’s AI-driven automation across travel, expense, and accounts payable.

• Lead discussions with senior stakeholders and collaborate on high-value meetings.

• Travel to customer sites and prospect locations for significant, complex deals.

• Promote the adoption of AI tools, including conversational intelligence, outreach platforms, CRM, and meeting preparation resources.

• Utilize CRM and call data to identify performance gaps and coach the team effectively.

• Develop AI-assisted workflows for prospecting, account research, call preparation, and follow-up.

• Work in collaboration with Revenue Operations, Sales Development, Product, Product Marketing, Marketing, Solutions Consulting, Implementation, and Customer Success.

⛳️ Requirements

• 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.

• 5+ years of quota-carrying sales experience with a proven track record of achievement in a transactional or high-velocity environment.

• MEDDPICC certification, coupled with practical experience coaching representatives through each element on live deals.

• Executive presence with experience selling to CFOs, Controllers, or Accounting Managers.

• Demonstrated success managing teams with short sales cycles (30 to 60 days) achieving multiple closes per month.

• Proficient understanding of the complete sales cycle, from prospecting and discovery to negotiation and closing.

• Strong grasp of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length.

• Practical experience with Salesforce and modern sales technologies like Salesloft or Outreach, Gong, and ZoomInfo.

• Willingness and ability to travel as necessary for larger, more complex deals.

• Proven experience collaborating effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to enhance sales performance.

• AI fluency: adeptness in utilizing generative AI, conversational intelligence, or CRM copilot tools in sales and management, with experience in training a team and delivering measurable results.

• Preferred: Challenger certification.

🏝️ Benefits

• Competitive pay.

• Flexible work arrangements.

• Inclusive and collaborative work environment.

• Equal employment opportunities.