SMB Sales Manager

Fullbay•Phoenix, AZ

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 this team is the role’s primary duty, including directing the work of two or more full-time Account Executives and exercising authority over employment decisions, or making recommendations on those decisions that are given particular weight. The role is accountable for team-level ARR quota attainment, quota-setting, territory assignment, coaching, and performance management in a high-volume, fast-moving sales environment. The manager partners with Business Development leadership on overflow lead handoffs, RevOps on forecast accuracy and pipeline health, and sales leadership on strategy and resourcing. The position is suited to someone with prior success as an individual contributor in a high-velocity sales motion who is ready to build results through a team. It also supports hiring and onboarding, team enablement, process improvements, Salesforce and forecasting documentation, performance reporting, headcount and quota records, and compensation and commission administration.

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 the ability to diagnose performance gaps and develop plans to address them.
Ability to manage 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; Salesforce is required.
Familiarity with standard sales tools including ChiliPiper, Zoom, G-Suite, and Slack.

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 across the SMB Account Executive roster, 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 reviews, and high-volume SMB sales skills.
Coach Account Executives on self-sourced pipeline generation and cold outbound prospecting.
Review and approve pricing and deal structure 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 reliable segment-level view.
Lead recruiting, hiring, onboarding, and ramp planning for open SMB Account Executive roles.
Conduct performance reviews, improvement plans, and disciplinary action as needed.
Identify team 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 keep team materials and messaging current and relevant.
Champion process and playbook improvements based on field results.
Maintain accurate team-level Salesforce and forecasting records 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.