Manager, SMB Sales

5+ years in B2B SaaS sales with 2+ years leading a team of AEs. Proven record hitting team new-business targets. Consistent success with complex, multi-stakeholder SaaS deals. Demonstrated ownership of shaping business deals. High EQ and consultative selling capabilities. Strong coaching capability: opportunity strategy, deal inspection, executive storytelling, and negotiation. Comfortable collaborating with RevOps on metrics, forecasting, and pipeline health. Background selling into mission-driven organizations (e.g., foundations, NGOs) and education technology ecosystems a huge plus. Familiarity with security/compliance reviews typical in public sector and education.

Lead, hire, and develop a team of SMB Account Executives. Establish operating rhythms, coaching frameworks, and performance standards. Architect, test, and refine SMB sales processes and methodologies. Drive pipeline generation with AEs and cross-functional partners. Oversee full-funnel execution from discovery through negotiation and close. Partner with Marketing, RevOps, Product, Legal, and Security. Establish forecasting rigor and deliver accurate forecasts. Instrument and analyze process performance and implement improvements.