Manager, Sales - SMB

New

EmburseFintech SaaS

Listing location: United States (West/Central); Workplace type: Remote. You will manage ... across the U.S. and Canada.Full-TimeManager

Salary not disclosed

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Job Details

Experience: 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives; 5+ years of quota-carrying sales experience
Required Skills: SalesforceGenerative AI

Have 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
Have 5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
Hold MEDDPICC certification and be able to coach reps through its elements on live deals.
Have executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
Have experience running teams with short sales cycles of 30 to 60 days and multiple closes per month.
Demonstrate command of the full sales cycle, from prospecting and discovery through negotiation and close.
Understand activity and velocity metrics, including call volume, connect rate, demo completion, stage conversion, and cycle length.
Have hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
Be willing and able to travel as needed for larger, more complex deals.
Have experience working with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
Use generative AI, conversational intelligence, or CRM copilot tools in sales and management work, and have trained a team to use them.
Challenger certification is preferred.

Manage, coach, and develop SMB Account Executives focused on new-logo acquisition.
Run weekly 1:1s, call reviews, and skills sessions to build deal control and closing ability.
Set and enforce an operating cadence for outbound prospecting, speed to lead, and pipeline progression.
Coach reps on multithreaded prospecting, discovery, MEDDPICC qualification, and Challenger-style insight selling.
Inspect pipeline, remove stalled deals, and deliver accurate weekly and monthly forecasts.
Lead senior stakeholder conversations and co-sell with reps on high-value meetings.
Set standards for AI-tool adoption and build repeatable AI-assisted sales workflows.
Engage Revenue Operations, Sales Development, Product, Product Marketing, Marketing, Solutions Consulting, Implementation, and Customer Success on sales processes and handoffs.

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