Sales Manager, SMB

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

📋 Description

• Lead, mentor, and develop a team of SMB Account Executives, which includes recruiting, onboarding, and training new representatives.

• Implement a coaching-first operational approach through weekly one-on-ones, call coaching, deal assessments, pipeline evaluations, and quarterly business reviews.

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

• Coach representatives on conducting discovery sessions and personalized demonstrations that align Base44 with customers’ workflows and business challenges.

• Assist representatives in managing purchasing processes by coordinating with decision-makers, addressing technical and legal inquiries, and overseeing commercial terms until closure.

• Remain actively involved in key deals and serve as a player-coach when necessary.

• Collaborate with Account Management on transitions and expansion efforts.

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

• Provide accurate forecasts, manage pipeline coverage, and uphold CRM best practices.

• Examine pipeline and performance metrics to identify trends, analyze outcomes, and recommend adjustments.

• Incorporate AI into team preparation, outreach, call reviews, and coaching; disseminate effective practices throughout the organization.

• Serve as a feedback conduit between the market and the product team to shape the roadmap and positioning.

⛳️ Requirements

• A minimum of 6 years of B2B sales experience in a technology firm, including over 2 years of direct management of quota-carrying Account Executives, demonstrating a history of team success and increased win rates.

• A strong personal record of surpassing quotas in SMB settings with shorter sales cycles and a high volume of deals.

• A proven track record as a coach who can dissect deals, provide direct feedback, and visibly enhance representative performance.

• Excellent problem-solving abilities, creativity, and independence, particularly in addressing significant organizational challenges.

• Practical experience with AI in your team, showcasing real examples of how it transformed your team’s selling or operational processes.

• High emotional intelligence with the ability to build trust, deliver candid feedback with empathy, and lead effectively during times of uncertainty and change.

• Strong analytical capabilities, including the ability to interpret data sets, extract actionable insights, and implement them effectively.

• Familiarity with product-led growth (PLG) or “land and expand” strategies, utilizing individual contributors to promote organizational adoption.

• Comfort with AI, machine learning, or developer-centric SaaS solutions, and the ability to discuss technical workflows with stakeholders.

• Self-driven, goal-oriented, and comfortable navigating the uncertainties of a startup environment.

• Residing in or around the Salt Lake City, Utah, or San Diego, California area.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Health, dental, and vision insurance coverage.

• Opportunities for professional development and career advancement.

• Flexible work environment and remote work options.

• Generous paid time off and holiday schedule.