Sales Manager, SMB
Lead and coach a team of 7+ SMB Account Executives selling $10K–$50K ARR deals in a high-volume PLG environment. Drive pipeline conversion, build repeatable sales playbooks, and partner cross-functionally to optimize funnel efficiency.
About the job
Responsibilities
- Lead and develop a high-performing team of SMB Account Executives focused on converting inbound demand and outbound opportunities into new customers
- Drive pipeline conversion and deal velocity for $10K–$50K ARR deals
- Build repeatable playbooks for PLG-assisted sales motions
- Coach reps on discovery, demo efficiency, and closing discipline
- Ensure forecast accuracy across a high-activity environment
- Partner with Marketing, Growth, RevOps, Product, and Enablement to optimize lead flow and conversion rates
Requirements
- 2-4 years of experience leading an SMB/Commercial Sales team with direct people management of at least 7 AEs
- Track record managing reps closing $10K–$50K ARR deals with 30–60 day sales cycles
- Experience operating in a high-volume, fast-paced sales environment (PLG or inbound-led preferred)
- Expertise in pipeline management, conversion metrics, and activity-based forecasting
- Coaching style focused on efficiency, speed, and consistency across many deals
- Ability to grow early career sellers into high performance promotion paths
- Comfort working cross-functionally to improve lead quality, routing, and funnel efficiency
- Highly hands-on leadership style with regular call and deal reviews
Nice-to-Haves
- Experience hiring in high-growth environments
- Skilled at balancing volume and quality metrics
- Builder mindset for creating scalable systems
Compensation & Benefits
- OTE: $220,000–$250,000 (60/40 split) + equity
- Health, dental, and vision insurance
- Flexible PTO and company holidays
- 401(k)
- Paid parental leave
- Daily catered lunches (SF-based)
- Commuter benefits
- Home office stipend
Skills
Sales Management, Pipeline Management, Forecasting, Coaching, Plg Sales, Deal Velocity, Conversion Metrics, Hiring, Cross-Functional Collaboration, Activity-Based Forecasting
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