Manager, SMB Sales
New
T
ToptalProfessional services
Listing location: EMEA Region / Canada / Latin AmericaFull-TimeManager
Salary not disclosed
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Job Details
- Languages
- Resumes and communication must be submitted in English.
- Experience
- Three or more years in business-to-business sales, featuring one to two years direct leadership of inbound, inside, or end-to-end small business sales teams.
- Required Skills
- CRM
Requirements
- Bachelor’s degree required.
- Three or more years of business-to-business sales experience.
- One to two years of direct leadership of inbound, inside, or end-to-end small business sales teams.
- Demonstrated ability to improve individual and team sales performance through coaching, opportunity management, and clear expectations.
- Ability to learn and coach to a structured sales methodology.
- Experience managing team pipeline and forecast rigor in a CRM.
- Demonstrable interest in AI in the world of work, including using AI to improve sales research, call review, and coaching.
- Strong written and verbal communication skills and comfort presenting metrics and strategy.
- Full availability during working hours to support the team and handle client escalations as needed.
- Preferred: experience selling multiple products or service lines into the same account.
- Preferred: experience with a named sales methodology such as MEDDPICC, Challenger, SPIN, or Sandler.
- Preferred: software, technology, or professional-services sales leadership experience.
Responsibilities
- Coach Client Advisors on discovery, qualification, portfolio selling, and deal management.
- Review calls and active opportunities, run role-plays, and give actionable feedback to improve advisor results.
- Recruit and interview Client Advisors for consultative potential and sales experience.
- Own and refine the inbound Client Advisor playbook using call audit findings and conversion data.
- Manage performance by identifying underperformance and agreeing corrective actions and timelines.
- Manage onboarding and assess new advisors against skill-based ramp milestones.
- Oversee pipeline evidence, opportunity qualification, support priorities, and forecasting discipline.
- Identify process improvements that increase efficiency, productivity, and scalability.
- Partner with Client Services, Talent Operations, Client Experience, People, and relevant specialists.
- Present metrics, takeaways, and data-based action plans to cross-departmental partners.
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