Workable
recruiting and HR software
USSalesManager,SMB
“US Sales Manager, SMB at Workable. Skills: Sales leadership, SMB sales management, Team coaching and development, Pipeline management and forecasting, Driving new business bookings. 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.”
What You'll Achieve.
Consistently achieve new business bookings targets in the Americas.; Raise close rates and accelerate ramp times for Account Executives.; Provide accurate monthly/quarterly forecasts to senior leadership.; Improve win rates and cycle times.; Identify underperformance early and take decisive action.; Improve playbooks.
Industry & Context.
Willingness to travel occasionally for work
What They're Looking For.
Must Have
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, Authorized to work in the United States
Nice to Have
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
What You'll Do.
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
and field coaching to raise close rates and accelerate ramp times.
and optimize the SMB sales pipeline using CRM provide accurate monthly/quarterly forecasts to senior leadership.
Drive end-to-end sales cycles for SMB prospects
product demonstrations
and manage a pod of Junior AEs and newly hired SMBs
owning time-to-first-deal
Drive daily execution in a transactional
high-volume environment
coaching reps on tight discovery
efficient deal cycles
and pipeline reviews to identify underperformance early and take decisive action.
Enforce CRM hygiene and pipeline use data to identify drop-off points
rep-level conversion issues
and coaching opportunities.
Partner closely with the US Sales leadership on early-stage and ramped-down AEs to provide clear signal on rep readiness for promotion.
How You'll Work.
Team & Collaboration
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.; Partner with RevOps and Enablement to improve playbooks.; Partner closely with the US Sales leadership on early-stage and ramped-down AEs.
Communication Scope
Professional fluency in English; Professional fluency in Spanish or another second language
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