Sales Manager, SMB

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

📋 Description

• Lead, mentor, and develop a team of SMB Account Executives.

• Recruit, onboard, and accelerate the ramp-up of new representatives.

• Conduct weekly one-on-one meetings, calls coaching, deal assessments, pipeline evaluations, and quarterly business reviews.

• Guide representatives in balancing outbound, inbound, and product-led opportunities.

• Coach on discovery processes and customized demos linked to customer workflows and business challenges.

• Assist representatives in navigating buying processes, aligning decision-makers, resolving technical and legal inquiries, and managing commercial terms through to closure.

• Stay engaged with key deals and serve as a player-coach when necessary.

• Collaborate with Account Management on transitions and growth opportunities.

• Develop the foundational SMB sales strategy, including messaging, outreach tactics, and customer segmentation.

• Accurately forecast, manage pipeline coverage, and uphold CRM best practices.

• Analyze pipeline and performance metrics to uncover trends and drive improvements.

• Integrate AI into preparation, outreach, call evaluations, and coaching processes.

• Share successful practices throughout the organization.

• Provide market insights to the product team to influence the roadmap and positioning.

⛳️ Requirements

• Over 6 years of B2B sales experience within a technology firm.

• More than 2 years of direct management experience with quota-carrying Account Executives.

• Proven history of team achievement and enhanced win rates.

• Strong personal record of exceeding quotas in SMB settings with shorter sales cycles and high-volume deal flows.

• Demonstrated coaching capabilities, including deal breakdowns, providing direct feedback, and enhancing representative performance.

• Excellent problem-solving abilities with examples of substantial issues resolved for an organization.

• Practical experience using AI within a sales team, including examples of altered selling or operational practices.

• High emotional intelligence, with a talent for building trust, delivering candid feedback, and leading through uncertainty and change.

• Strong analytical abilities and capacity to convert data insights into actionable strategies.

• Experience with Product-Led Growth (PLG) or “land and expand” strategies, utilizing individual contributors to promote organizational adoption.

• Familiarity with AI, machine learning, or developer-centric SaaS.

• Comfortable discussing technical workflows with stakeholders.

• Self-driven, goal-oriented, and adaptable to startup dynamics.

• Residing in or near Salt Lake City, Utah, or San Diego, California.

🏝️ Benefits

• Variable compensation structure.

• Company RSUs included in the compensation package.