US Sales Manager, SMB

Key Responsibilities

• Lead and manage a high-performing SMB sales team to consistently achieve new business bookings targets in the Americas.
• Coach and develop Account Executives through ongoing training, performance feedback, and field coaching to raise close rates and accelerate ramp times.
• Forecast, track, and optimize the SMB sales pipeline using CRM data; provide accurate monthly/quarterly forecasts to senior leadership.
• Drive end-to-end sales cycles for SMB prospects, including discovery, product demonstrations, negotiation, and deal closure.
• Collaborate cross-functionally with Marketing, Sales Enablement, Product, and Customer Success to align on GTM strategy, enablement resources, and post-sale handoffs for a smooth customer journey.
• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs; own time-to-first-deal, time-to-quota, and ramp attainment; create a repeatable path for reps to graduate into the core AE team.
• Drive daily execution in a transactional, high-volume environment; coach reps on tight discovery, clear next steps, efficient deal cycles, and closing discipline; improve win rates and cycle times.
• Run weekly 1:1s, deal reviews, and pipeline inspections; identify underperformance early and take decisive action.
• Enforce CRM hygiene and pipeline integrity; use data to identify drop-off points, rep-level conversion issues, and coaching opportunities; partner with RevOps and Enablement to improve playbooks.
• Partner closely with the US Sales Director; own early-stage and ramped-down deals; provide clear signal on rep readiness for promotion.

Requirements

• B2B SaaS sales experience
• 2+ years of people management experience leading a sales team
• Experience managing and coaching a sales team of 4 or more representatives
• Experience selling to SMB customers (companies with fewer than 200 employees)
• Experience selling high-velocity SMB deals with annual contract values in the $1k-$15k range
• Experience closing SMB sales cycles with an average duration of approximately 23 days or similar high-velocity cycle length
• Proficiency using Salesforce or HubSpot CRM for pipeline management and forecasting
• Experience managing pipeline and forecasting using defined sales stages and exit criteria
• Professional fluency in English

Preferred Qualifications

• Familiarity with Sandler sales methodology
• Familiarity with Skip Miller (Proactive Selling)
• Professional fluency in Spanish or another second language
• Willingness to travel occasionally for work