SMB Sales Manager

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

📋 Description

• Lead and cultivate a team of Account Executives focused on the small and medium-sized business sector

• Set clear expectations, benchmarks, operational rhythms, team scorecards, and performance routines

• Propel the team towards revenue, unit, conversion, and other sales objectives

• Assess team and individual performance, pinpointing risks and opportunities

• Conduct regular one-on-ones, call assessments, and deal evaluations

• Utilize data and observed behaviors to uncover coaching opportunities and drive measurable enhancements

• Create personalized coaching plans and oversee ongoing training and development

• Tackle sustained under-performance directly and constructively

• Manage pipeline oversight and forecasting discipline

• Evaluate pipeline quality, stage accuracy, next steps, and deal aging

• Provide precise weekly and monthly forecasts, highlighting risks and opportunities

• Uphold CRM discipline and data integrity

• Identify bottlenecks in the sales process and implement data-driven enhancements

• Collaborate with cross-functional stakeholders to test and apply process improvements

• Encourage the adoption of product, pricing, process, and sales practice changes

• Incorporate AI into prospect research, call preparation, follow-up, CRM management, and other sales workflows

• Utilize AI-driven call analysis to support coaching and uncover activity trends

• Experiment with new tools and workflows, assess effectiveness, and scale successful strategies

• Collaborate with senior leadership and People/Talent teams on recruitment

• Engage in structured interviews while maintaining a high hiring standard

• Assist in onboarding and establish 30/60/90-day ramp plans

• Track new-hire progress and expedite time to productivity

• Work with Marketing, Operations, Customer Success, Product, and other teams

• Provide frontline insights, win/loss themes, and customer feedback to cross-functional partners

• Enhance conversion rates, customer experience, revenue performance, and Sales hand-offs

⛳️ Requirements

• Over 3 years of experience leading a quota-carrying sales team, preferably in a SaaS or high-velocity sales environment

• Proven track record of managing and coaching Account Executives or similar customer-facing sales roles

• Demonstrated capability to enhance team and individual sales performance through structured coaching and accountability

• Strong grasp of sales metrics, pipeline management, forecasting, and CRM discipline

• Experience in performance management, including establishing clear expectations and addressing under-performance

• Background in hiring, onboarding, and ramping sales professionals

• Excellent analytical abilities with the skill to translate sales data into actionable insights

• Outstanding communication skills, capable of being direct, clear, empathetic, and constructive

• Strong skills in cross-functional collaboration

• Customer-first, consultative approach to sales leadership

• Ability to thrive in a fast-paced environment where priorities, products, pricing, and processes may shift

• Hands-on leadership style that balances day-to-day execution with long-term strategic thinking

• Genuine interest in AI and emerging sales technologies, with the ability to translate new tools into practical enhancements

• Experience leading SMB or high-velocity sales teams is a plus

• Familiarity with SaaS, technology, fintech, HR technology, or other recurring-revenue business models is advantageous

• Practical experience implementing AI tools within a sales organization is beneficial

• Familiarity with AI-powered conversation intelligence or call analysis is an asset

• Strong CRM reporting and analytics capabilities are beneficial

• Experience leading teams through significant changes in products, pricing, processes, or go-to-market strategies is advantageous

• A degree or diploma in business or a related field, or equivalent professional experience is preferred

🏝️ Benefits

• Significant performance-based bonus

• Comprehensive health and dental benefits

• Generous paid time off

• Opportunities for professional growth and development

• Outstanding company culture