Senior Manager, Sales, SMB & EDU

This is a fully remote position, open to applicants in Alabama, +35 more states.

📋 Description

• Build and spearhead a specialized SMB and Education sales initiative.

• Transform the company’s growth strategy into a systematic approach for pipeline generation, sales performance, and team development.

• Create and implement go-to-market (GTM) strategies across various SMB sectors, including Technology, Financial Services, Healthcare & Life Sciences, Industrial Services & Trades, Municipal & Government Organizations, and Professional Services.

• Formulate GTM strategies tailored for the collegiate and K–12 educational sectors.

• Recruit, onboard, and cultivate an inclusive, high-performing team of Account Executives (AEs) and Sales Development Representatives (SDRs).

• Provide ongoing coaching and structured onboarding programs.

• Establish institutional sales frameworks with Athletic Departments, Student Organizations, and procurement teams.

• Utilize Custom Ink’s collegiate licensing presence.

• Take ownership of and manage the vertical revenue forecast for senior leadership.

• Ensure CRM data integrity, opportunity validation, and pipeline reliability.

• Collaborate with Marketing on co-branded demand generation initiatives.

• Work in alignment with Sales Enablement to produce vertical playbooks.

• Advocate for SMB and EDU customer requirements in product development processes.

• Promote team well-being and uphold Custom Ink’s core values.

• Achieve quarterly and annual revenue goals while maintaining a 3x pipeline coverage ratio.

• Drive month-over-month new logo acquisition within targeted verticals.

• Keep forecasting variance within a ±10% target range.

• Introduce a comprehensive collegiate sales blueprint and a core SMB/EDU vertical playbook library.

• Enhance onboarding efficiency to boost productivity, equitable quota achievement, team engagement, and retention.

⛳️ Requirements

• 8–12+ years of progressive experience in sales.

• Minimum of 4–5 years in a leadership capacity managing closing (AE) and/or pipeline generation (SDR) teams.

• Proven experience in dynamic, high-volume growth environments.

• Expertise in designing and implementing GTM strategies across various SMB industry verticals.

• Strong commercial insight into the education sector.

• Highly valued experience navigating higher education procurement, collegiate licensing frameworks, or K–12 district purchasing.

• Proficient understanding of forecasting methodologies.

• Familiarity with CRM systems; Salesforce experience preferred.

• Experience with consultative, value-based sales methodologies such as MEDDIC, Challenger, or SPIN.

• Capability to recruit, onboard, develop, and coach inclusive, high-performing AE and SDR teams.

• Ability to harmonize cross-functional objectives with Marketing, Product, and Finance departments.

• Must be a resident of a state where Custom Ink is authorized to operate as an employer; eligible states include AL, AZ, CA, CO, CT, DC, DE, FL, GA, ID, IL, IN, KY, LA, MA, ME, MD, MI, MN, MO, MS, NC, NH, NJ, NM, NV, NY, OH, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI, WV.

• Capacity to remain stationary for extended periods while utilizing a computer.

• Regular utilization of standard office equipment, including computer, keyboard, mouse, and telephone.

• Successful completion of a criminal background check.

• Compliance with Custom Ink’s AI interview policy; AI tools are prohibited during live interviews for generating, drafting, suggesting, or influencing responses.

🏝️ Benefits

• Quarterly performance bonus aimed at 20% of base salary, linked to individual and company performance as well as retention.

• Equity compensation.

• Flexible paid time off policies.

• Major paid holidays.

• Medical, Dental, and Vision coverage via a PPO or HDHP plan.

• Virtual medical consultations through MDLIVE.

• Mental health services provided by preferred partners.

• Up to 14 weeks of fully paid parental leave for birthing parents.

• 8 weeks of fully paid parental leave for non-birthing parents.

• Adoption assistance.

• Pet insurance.

• Caregiver leave.

• Fertility benefits.

• 401(k) plan with company matching.

• Employer HSA contributions for eligible plans.

• Life & AD&D insurance.

• Flexible spending account options.

• Access to training programs.

• Opportunities for certifications.

• Tuition assistance.

• Minimal travel requirements, as dictated by business needs.