SMB Sales Manager

Our client is a growing SaaS company with an established presence in its market and an ambitious growth trajectory.

The organization is building a high-performing, customer-focused team and is looking for leaders who are energized by growth, accountability, continuous improvement, and the opportunity to shape how a modern sales organization operates.

This is an opportunity to join a collaborative, evolving business where strong leadership, data-driven decision-making, and practical innovation are valued.

The SMB Sales Manager is a hands-on sales leadership role responsible for leading a team of Account Executives serving the small and medium-sized business market.

Reporting to senior sales leadership, this individual will be accountable for team performance against revenue and conversion targets while building a culture of high accountability, continuous coaching, and measurable improvement.

The successful candidate will be highly engaged in the day-to-day operation of the sales team, from pipeline and forecast management to call and deal reviews, performance management, training, hiring, and ramping. They will also play an important role in evolving the sales organization by identifying process improvements, leveraging data, and making practical use of AI across the team's workflow.

This role is well suited to a sales leader who enjoys being close to the work, knows how to coach through data and behaviour, and can balance high standards with clear, empathetic leadership.

• Lead and develop a team of Account Executives, establishing clear expectations, standards, and operating rhythms.
• Drive the team toward revenue, unit, conversion, and other sales targets.
• Monitor team and individual performance, identifying risks and opportunities early.
• Build a culture of accountability, recognition, continuous improvement, and high performance.
• Establish team scorecards and performance routines that make results visible and actionable.

• Conduct regular 1:1s, call reviews, and deal reviews with team members.
• Use data and observed behaviours to identify coaching opportunities and drive measurable improvements.
  
  Develop individualized coaching plans and development priorities.
• Identify team-wide skill gaps and lead ongoing training and development.
• Recognize high performers while addressing sustained under-performance directly and constructively.

• Own the team's pipeline management and forecasting discipline.
• Regularly inspect pipeline quality, stage accuracy, next steps, and deal aging.
• Deliver accurate weekly and monthly forecasts with clear visibility into risks and opportunities.
• Maintain strong CRM discipline and data quality.
• Use performance data to identify trends and inform sales strategy.

• Own the day-to-day execution of the sales process.
• Identify bottlenecks and opportunities for improvement using data and frontline observations.
• Partner with cross-functional stakeholders to test and implement process improvements.
• Help ensure changes to products, pricing, processes, and sales practices are effectively adopted by the team.

• Make AI a practical part of the team's everyday sales workflow.
• Encourage the use of AI for prospect research, call preparation, follow-up, CRM administration, and other sales activities.
• Leverage AI-powered call analysis and other tools to support coaching and identify trends across the team's activity.
• Test new tools and workflows, measure their effectiveness, and scale what works.

• Partner with senior leadership and People/Talent teams to hire high-calibre sales professionals.
• Participate in structured interviews and maintain a high hiring bar.
• Support onboarding and establish clear 30/60/90-day ramp plans.
• Monitor new-hire progress and help accelerate time to productivity.

• Work closely with Marketing, Operations, Customer Success, Product, and other teams to improve the customer and sales experience.
• Bring frontline insights, win/loss themes, and customer feedback to cross-functional partners.
• Help identify and resolve issues that impact conversion, customer experience, and revenue performance.
• Ensure strong hand-offs between Sales and downstream teams.

The successful candidate is a hands-on sales leader with a proven track record of leading quota-carrying teams and improving…