Sales Manager, SMB

## Sales Manager, SMBApplylocations:
United States of America
- Massachusetts
- Lexington time type:
Full time posted on:
Posted Todayjob requisition :
R6551

We are seeking an experienced and driven SMB Expansion West Manager to lead a team of Account Managers responsible for growing revenue within our existing Macro West customer segment (250–749 seats). This is a player-coach leadership role: you will own the upsell performance of your team, coach and develop individual contributors, and partner closely with sales leadership to hit segment-level revenue targets.

You will report to the Senior Director of Sales, SMB Expansion, alongside peer managers leading the Macro East and SMB Micro segments, and will be a key contributor to the broader SMB Expansion leadership team.

This role is based out of our Lexington, MA office, with in-office attendance increasing during quarter-end weeks to support forecasting, deal reviews, and team alignment.##
** What You'll Do:**
* ** Team Leadership:
** Lead, coach, and develop a team of Account Managers, driving individual and team accountability against upsell quota targets within the 250–749 seat segment.
* ** Forecast Management:
** Own the upsell forecast for your team, delivering accurate weekly and monthly forecasts (Commit, Best Case, Upside) to sales leadership.
* ** Pipeline & Deal Strategy:
** Partner with reps on deal strategy, pipeline hygiene, and MEDDIC-based qualification to improve win rates and deal velocity on complex, multi-stakeholder opportunities.
* ** Revenue Growth:
** Drive adoption of Mimecast's full platform (Advanced Threat, Human Risk Management, Data Protection/Incydr, Backup & Recovery) across the existing installed base through whitespace and cross-sell analysis.
* ** Talent Management:
** Actively manage rep performance, including onboarding, ramp planning, career development conversations, and performance management where needed.
* *
* Cross-Functional Collaboration:

** Work cross-functionally with Rev Ops, Marketing, Customer Success, and Product to remove obstacles and support your team's execution.
* ** Reporting & CRM:
** Maintain rigorous CRM discipline across the team (Salesforce), ensuring clean, current pipeline and account data to support accurate reporting.
* ** Business Reviews:
** Represent your team and segment in regular business reviews with the Senior Director, Sales, and broader SMB leadership.
** What You'll Bring:**
* ** Proven Leadership

Experience:

** 5+ years of B2B sales or account management experience, with at least 2+ years in a front-line sales leadership or management role, ideally in SaaS or cybersecurity.
* ** Quota Attainment:
** Demonstrated track record of carrying and exceeding a team quota, ideally in an upsell/expansion or renewals motion.
* ** Coaching & Deal

Skills:

** Ability to coach reps through deal strategy, negotiation, and forecasting with a data-driven, MEDDIC or similar sales methodology.
* ** Analytical Aptitude:
** Comfort working with pipeline, forecast, and performance data (Salesforce, Snowflake, or similar) to identify trends and coach to them.
* ** Communication

Skills:

** Exceptional verbal and written communication skills, with the ability to present to senior sales leadership.
* ** Technical Aptitude:
** Understanding of cloud-based cybersecurity, email security, or data protection solutions strongly preferred.
* ** Location Requirement:
** Must be able to work from the Lexington, MA office a minimum of two days per week, increasing to three days per week during the last week of each fiscal quarter.
* Bachelor's degree in business, marketing, or a related field preferred; equivalent experience will also be considered.

The US OTE range for this position is $200,000-$300,000 + benefits. This reflects the…