Sales Manager, SMB Account Executive
Leads and develops a team of SMB Account Executives, driving new-business revenue through coaching, consultative selling, pipeline management, and sales strategy. Requires at least two years managing multiple Account Executives and a proven record of meeting team targets.
About the job
Responsibilities
- Directly manage and develop a team of 8+ SMB Account Executives.
- Provide coaching, training, performance management, and regular feedback.
- Build a performance-driven culture focused on efficiency, productivity, career growth, and scalable processes.
- Drive new-business revenue for the SMB segment (1–200 employees).
- Analyze sales data and call coaching to improve sales processes, win rates, and revenue impact.
- Develop strategies for training, objection handling, and pipeline growth.
- Maintain accurate pipeline stages, ARR, and forecast categories.
- Forecast likely outcomes within a 10% margin.
- Collaborate cross-functionally with Product, Engineering, Sales, Customer Success, Onboarding, Marketing, and Legal.
Requirements
- At least 1 year of direct net-new sales closing experience.
- At least 2 years of experience directly managing 6+ Account Executives in net-new sales.
- Consistent history of meeting team targets for at least three trailing quarters.
- Experience using and coaching consultative selling skills and sales processes.
- C1-level English proficiency.
- Data-driven approach to sales performance management.
- Ability to communicate with, present to, and influence technical and non-technical stakeholders.
- Adaptability and a continuous-improvement mindset.
- Strong coaching, learning, and feedback skills.
Compensation and Benefits
- Annual on-target earnings range: $200,000–$225,000 USD, including base salary and annual sales commissions or bonus.
- Potential benefits include equity, company bonus or sales commissions, 401(k), paid holidays, flexible PTO, parental leave, employee assistance and well-being benefits, global travel coverage, life and disability insurance, FSA/HSA, and medical, dental, and vision coverage.
Skills
Sales Management, Account Executive Management, Net-New Sales, Consultative Selling, Sales Coaching, Pipeline Management, Sales Forecasting, Sales Analytics, Objection Handling, Arr, Performance Management
Similar jobs
Account Management jobs
Apollo
Austin, TX
Leads and develops a team of SMB Account Executives while driving new-business revenue, pipeline growth, and forecast accuracy. Requires direct sales leadership experience, consultative selling expertise, data-driven performance management, and strong cross-functional communication.
Render
United States
Own the commercial health, retention, and expansion of a large portfolio of cloud-platform customers through scalable engagement programs, usage analytics, renewals, and cross-functional partnership. Requires 5+ years in customer-facing account management or customer success, ideally in cloud infrastructure or developer tooling.
Censys
Chicago, ILOwn and expand enterprise channel partnerships across the Eastern US, driving partner-sourced pipeline and revenue through enablement, co-selling, and joint go-to-market motions. Requires 5+ years in channel sales or partner management and cybersecurity industry experience.
Rippling
New York, NYLeads and develops a Mid-Market Account Management team, driving quota attainment, customer success, and scalable sales practices. Requires at least three years of experience managing client-facing sales or account management teams, plus proven leadership and quota performance.
Wasabi
United States
Manages recruitment, onboarding, enablement, and sales growth for Wasabi’s channel partners and MSPs. The remote role requires 3–5 years of technology channel sales experience, Salesforce proficiency, and strong partner relationship and communication skills.