Sales Manager, SMB

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

📋 Description

• Recruit, onboard, and cultivate a high-performing team of SMB Account Executives.

• Establish and uphold a coaching rhythm that includes regular one-on-ones, call reviews, deal evaluations, and skills development sessions.

• Define clear performance expectations and ensure the team is accountable for activity metrics, pipeline goals, and quota achievements.

• Promote a culture of learning, collaboration, and continuous improvement within the team.

• Own the strategy for the team's pipeline generation, ensuring Account Executives prospect around 50 to 60% of their own pipeline via outbound calls, email campaigns, and platforms such as LinkedIn.

• Drive strategic territory planning and prioritize accounts within the SMB segment.

• Assist Account Executives in navigating public sector deals that typically involve sales cycles of 3 to 8 months, multiple stakeholders, and government procurement procedures.

• Actively participate in discovery calls, demos, and business case development alongside Account Executives when necessary.

• Maintain precise forecasting and pipeline reporting using Salesforce; provide weekly forecast updates to leadership following Swiftly's forecasting methodology.

• Achieve and surpass team revenue objectives.

• Advocate for and enforce the SPICED sales methodology throughout the team.

• Guide the team in identifying and mitigating deal risks, collaborating with leadership, internal partners, and executives as required.

• Oversee Swiftly's responses to public solicitations within your team's territories, supported by our internal procurement team.

• Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and provide coaching to your team on event strategies.

• Collaborate cross-functionally with Marketing, Product, and Customer Success to enhance messaging, relay market feedback, and improve the buyer experience.

• Lead the integration of AI-assisted and modern sales workflows to enhance prospecting efficiency and sales effectiveness.

⛳️ Requirements

• 7+ years of experience in B2B SaaS sales, including a minimum of 3 years in a frontline sales management position.

• Experience in scaling an SMB sales team is highly advantageous.

• Demonstrated success in leading teams to meet or exceed quotas in a new-logo sales environment.

• Strong coaching instincts—focused on developing representatives rather than merely managing them.

• Experience with consultative sales cycles that involve multiple stakeholders and procurement processes.

• Comfortable engaging in government or public sector sales; transit industry experience is a bonus but not mandatory.

• Proficient with Salesforce, Gong Engage, ZoomInfo, LinkedIn Sales Navigator, and contemporary sales tools.

• Exceptional communication skills—capable of leading team meetings, conducting deal reviews, and presenting to executives with equal assurance.

• Willingness to travel for conferences, team events, and strategic customer meetings.

🏝️ Benefits

• Competitive salary

• Equity compensation for every employee

• Medical, Dental and Vision coverage

• Retirement plan with Employer Match

• Flexible Spending Account (FSA)

• Reimbursement for home office setup

• Monthly reimbursement for cell/internet expenses

• Monthly "Be Well" stipend

• Flexible PTO with a recommended minimum

• Flexible work environment

• 16 paid holidays, including holidays during months without US national holidays

• 12 fully paid weeks of leave for childbirth/adoption