SMB Sales Manager

Fullbay • Phoenix, AZ

4d

About The Position

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 the team is the role’s primary duty, including directing the work of two or more full-time Account Executives and exercising authority over hiring, termination, promotion, and other employment-status decisions, or making recommendations that carry particular weight.

The manager is accountable for team-level ARR quota attainment, individual quota-setting, territory assignments, and day-to-day coaching in a high-volume, fast-moving sales environment. The role partners with Business Development leadership on overflow lead handoffs, Revenue Operations on forecast accuracy and pipeline health, and sales leadership on broader team strategy and resourcing. The position is suited to someone who has succeeded as an individual contributor in a high-velocity sales motion and is ready to build success through a team.

Requirements

• High school diploma or GED.
• At least 5 years of B2B SaaS sales experience, including demonstrated success in a high-velocity, high-volume sales environment.
• Proven individual quota attainment in B2B SaaS SMB or a comparable high-velocity segment before moving into management.
• Strong coaching and people-development skills, including diagnosing performance gaps and building plans to address them.
• Comfort with pipeline forecasting, quota-setting, and territory design.
• Ability to coach self-sourced pipeline generation and outbound prospecting discipline.
• Experience partnering with BDR or SDR leadership on lead quality and handoff processes.
• Sound judgment in pricing and deal-structure decisions.
• Experience with Salesforce and standard sales tools, including ChiliPiper, Zoom, G-Suite, and Slack.
• Ability to meet the physical demands described: regularly sit at a desk, use hands to operate a keyboard, telephone, and other controls, and lift or move up to 10 pounds; frequently reach with hands and arms, walk, and communicate through speaking and listening; and perform close-vision and color-vision tasks and adjust focus.
• Ability to work in an environment where the noise level is usually moderate.

Nice To Haves

• Bachelor’s degree or military service.
• Prior experience leading, coaching, or formally managing a sales team.
• Familiarity with heavy-duty repair, trucking, fleet, or the automotive aftermarket.

Responsibilities

• Own team-level ARR quota attainment, including individual quota-setting and territory assignment.
• Conduct regular one-on-one coaching with each Account Executive on pipeline strategy, call and demo quality, deal review, and skill development for high-volume SMB selling.
• Coach Account Executives on self-sourced pipeline generation, including cold outbound prospecting.
• Review and approve pricing and deal structures for opportunities outside standard guardrails.
• Partner with BDR leadership on overflow lead handoff quality, standards, and feedback loops.
• Own team-level pipeline health and forecast accuracy, consolidating individual forecasts into a segment-level view for sales leadership.
• Lead recruiting, hiring, and onboarding for SMB AE openings, including ramp plans.
• Conduct performance management, including reviews, improvement plans, and disciplinary action as needed.
• Identify team-wide skill gaps and coordinate training, call reviews, ride-alongs, and enablement resources.
• Monitor individual and team KPIs, including activity volume, conversion rates, and sales cycle length, and intervene when performance trends off track.
• Collaborate with Sales Enablement, Product, and Marketing to ensure the team has current, relevant materials and messaging.
• Improve processes and playbooks based on field results.
• Maintain accurate Salesforce and forecasting-tool records at the team level and model expected documentation standards.
• 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 confidentiality and compliance regulations.
• Perform other duties as assigned.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED