SMB Sales Manager

At Fullbay, our mission is simple to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation— for our teams and our customers.

The SMB Sales Manager leads Fullbay’s Small and Medium-Sized Business Account Executive team, overseeing SMB AE I, SMB AE II, and Senior SMB AE. Management of this team is the primary duty of the role: the SMB Manager customarily and regularly directs the work of two or more full-time Account Executives, and holds the authority to hire, terminate, promote, and otherwise change the employment status of team members, or whose recommendations on those decisions are given particular weight.

This role is accountable for team-level quota attainment tied to ARR, for quota-setting and territory assignment, and for the day-to-day coaching that helps Account Executives succeed in a high-volume, fast-moving sales environment. This role partners closely with Business Development leadership on the quality of overflow lead handoffs, with Rev Ops on forecast accuracy and pipeline health, and with sales leadership on broader team strategy and resourcing.

A shop’s service manager does not turn every wrench personally, but ensures every technician on the floor has the training, tools, and accountability to do the job right. This role holds that same standard for the SMB sales floor, where speed, consistency, and sound fundamentals determine results. This position is well suited to a candidate who has already succeeded as an individual contributor in a high-velocity sales motion and is ready to build success through a team rather than through a personal quota alone.

• Own team-level quota attainment tied to ARR across the SMB AE roster, including individual quota-setting and territory assignment.
• Conduct regular one-on-one coaching with each AE, covering pipeline strategy, call and demo quality, deal review, and skill development specific to high-volume SMB selling.
• Coach Account Executives on self-sourced pipeline generation, including cold outbound prospecting, since the SMB team builds the majority of its own pipeline.
• Review and approve pricing and deal structure for opportunities outside standard guardrails.
• Partner with BDR leadership on the quality of occasional overflow lead handoffs, meeting standards, and feedback loops between the two teams.
• Own team-level pipeline health and forecast accuracy, rolling up individual forecasts into a reliable segment-level view for sales leadership.
• Lead recruiting, hiring, and onboarding for open SMB AE roles, including ramp plans for new Account Executives.
• Conduct formal performance management, including performance reviews, improvement plans, and disciplinary action as needed.
• Identify skill gaps across the team and coordinate training, call reviews, ride-alongs, and enablement resources to close them.
• Monitor individual and team KPI activity, including activity volume, conversion rates, and sales cycle length, intervening early when performance trends off track.
• Collaborate with Sales Enablement, Product, and Marketing to ensure the team has current, relevant materials and messaging.
• Champion process and playbook improvements based on what is and is not working in the field.
• Keep Salesforce and forecasting tools accurate at the team level, modeling the documentation standard expected of the team.
• Prepare and present team performance updates, forecast commentary, and pipeline reviews to sales leadership on a regular cadence.
• Maintain accurate headcount, territory, and quota documentation.
• Support compensation plan administration and commission accuracy for the team.
• Adhere to all confidentiality and compliance regulations.
• Perform other duties as assigned.

• High School Diploma or GED;
  Bachelor’s Degree or military service preferred.
• 5+ years of B2B SaaS sales experience, including demonstrated success in a high-velocity, high-volume sales environment.
• Prior experience leading, coaching, or formally managing a sales team preferred.
• Experience with a CRM (Salesforce required) and standard sales tools (Chili Piper, Zoom, G-Suite, Slack).

• Proven track record of individual quota…