Manager, SMB Sales

Accountabilities: Coach Client Advisors on discovery, qualification, consultative selling, portfolio expansion, deal management, objection handling, and securing clear next steps. Review live and recorded calls, assess active opportunities, conduct role-plays, and provide specific, actionable feedback to improve individual performance. Recruit and interview Client Advisors, assessing sales experience alongside curiosity, business acumen, coachability, and consultative potential. Own and continuously improve the inbound sales playbook using call-quality findings, conversion data, and team performance insights. Manage individual and team performance by identifying causes of underperformance, establishing corrective actions, and tracking sustained improvement. Lead onboarding and ramp-up for new Client Advisors, including sales training and skills-based progression toward independent, quota-carrying performance. Support career development and succession planning, helping high-performing advisors progress toward leadership responsibilities. Oversee pipeline quality and forecasting by challenging opportunity assumptions, identifying unresolved issues, improving qualification, and prioritizing coaching support. Identify operational improvements that increase sales efficiency, productivity, scalability, and consistency. Partner with Client Services, Talent Operations, Client Experience, People, and specialist teams to support client opportunities and bring the right expertise into the sales process. Analyze sales metrics and present key insights, performance trends, and action plans to cross-functional stakeholders. Motivate the team through recognition, incentives, transparent expectations, and clear communication of results. Build a high-performance culture centered on accountability, continuous improvement, peer learning, and regular call reviews. Establish progressively stronger team performance during the first year, with a focus on conversion, sales productivity, opportunity quality, and client experience. Requirements Bachelor’s degree. At least 3 years of B2B sales experience, including 1–2 years of direct leadership experience with inbound, inside sales, or end-to-end SMB sales teams. Demonstrated success improving individual and team sales performance through structured coaching, opportunity management, and clear performance expectations. Experience managing team pipelines and forecasts through a CRM. Ability to learn, apply, and coach structured sales methodologies. Strong understanding of consultative selling, discovery, qualification, opportunity progression, and closing. Excellent written and verbal communication skills, including confidence presenting metrics, insights, and strategies to cross-functional stakeholders. Strong analytical, critical-thinking, and problem-solving abilities, with the capacity to turn performance data into practical actions. Genuine interest in using AI to improve sales research, call analysis, coaching, productivity, and decision-making. Ability to work effectively in a fast-moving environment with changing priorities, deadlines, and diverse stakeholders. Availability during working hours to support the team and participate in client escalations when needed. Ability to combine leadership responsibilities with strong hands-on sales capability and personally demonstrate the behaviors expected from the team. Experience with portfolio selling across multiple products or service lines is a plus. Experience with sales methodologies such as MEDDPICC, Challenger, SPIN, Sandler, or similar is a plus. Experience leading sales teams in software, technology, or professional services is a plus. Familiarity with modern sales technology, including AI-assisted call review, conversation intelligence, and CRM workflows is a plus. Strong consultative leadership, coaching, talent assessment, accountability, collaboration, and communication skills. Benefits Fully remote work environment. Opportunity to lead and develop an SMB sales team in a high-growth, international environment. Hands-on exposure to consultative B2B sales, portfolio selling, and modern sales technologies. Opportunities for career development, leadership growth, and succession planning. Collaborative work with cross-functional teams spanning sales, client services, talent operations, client experience, and people functions. Opportunity to work with AI-enabled sales tools and contribute to continuous improvements in sales processes and productivity.