Manager of Account Executives; SMB; Position DC; Hybrid

Manager of Account Executives (SMB) (Position located in DC) (Hybrid)

About Know Be4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and Trust Radius, we’re not just providing security awareness training – we’re redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at Know Be
4.

Arlington positions open to candidates located in the Washington, DC area.

Lead and develop our high-performing SMB sales team while driving organizational growth by building world‑class sales professionals who excel at helping small-to-medium businesses build human-centered security programs. You’ll manage a dynamic team of 12‑15 Account Executives, owning team performance from pipeline development through quota achievement. The successful candidate has proven sales leadership experience, a passion for developing talent, expertise in cybersecurity sales, and a track record of building teams that consistently exceed revenue targets.

• Drive Team Revenue Growth: Lead your team of 12‑15 Account Executives to consistently achieve/exceed sales quotas through strategic coaching, performance optimization, and best-in-class sales methodology implementation.
• Master Pipeline Leadership: Conduct weekly pipeline reviews with all Account Executives, maintain accurate team forecasting, and ensure data-driven decision making that results in predictable revenue achievement and sustainable growth.
• Develop Sales Talent: Provide dynamic coaching and mentorship to build world‑class sales professionals, including hands‑on support with closing deals, handling objections, reactivating dark accounts, and implementing personalized development plans.
• Champion Sales Innovation: Drive adoption of AI-powered sales technologies and platforms while identifying opportunities to streamline workflows, automate repetitive tasks, and optimize team productivity through cutting‑edge tools and methodologies.
• Cross‑Functional Leadership: Collaborate with marketing, customer success, and sales operations teams to maximize lead conversion, participate in strategic initiatives, and ensure seamless execution of KnowBe4’s value proposition across all customer touchpoints.

• 1+ years of sales management experience leading high-performing teams with 3+ years of quota-carrying experience in IT, SaaS, or cybersecurity sales with consistent over achievement.
• Talent Development Expertise:
  Proven ability to coach, mentor, and build world‑class sales professionals through trust, collaboration, and performance-driven leadership.
• Technical Sales Mastery:
  Deep understanding of cybersecurity concepts, compliance frameworks (SOC 2, HIPAA), and ability to guide teams in articulating complex security solutions to diverse business audiences.
• Sales Technology Leadership:
  Advanced experience with sales tools including Sales Loft, Gong, Marketo, Zoom Info, Salesforce, and other AI-powered platforms that leverage automation and machine learning.
• Data-Driven Management:
  Expertise in utilizing analytics and reporting tools to monitor KPIs, identify improvement opportunities, and provide actionable coaching that drives measurable performance improvements.
• Results-Oriented Leadership:
  Demonstrated track record of building and maintaining high-impact, mission-driven teams while mastering closing techniques, discovery methodologies, and all key elements of the sales…