US Sales Manager - SMB

Workable•Boston, MA

About The Position

For over 31,000 growing businesses and HR teams seeking a comprehensive, all-in-one HR suite, Workable emerges as the premier solution. We uniquely combine the world’s most widely adopted Applicant Tracking System (Workable Recruiting) with a full-spectrum employee management system (Workable HR). At Workable, we empower companies to focus on what truly matters: hiring the right people and fostering their growth. While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special. We are hiring an SMB Sales Manager to build and lead a high-velocity sales pod within our US business. Today, our US Sales team consists of 10 quota-carrying Account Executives reporting to a single Sales Director. As our fastest-growing region, this structure is no longer sustainable. This role will create a dedicated sub-team of Junior Account Executives (JAEs) and new hires, with a clear mandate: ramp fast, sell well, and graduate talent into our core AE organization. This is a hands-on leadership role focused on execution, coaching, and throughput — not forecasting theater.

Requirements

2–5+ years of sales management experience in SMB or mid-market SaaS
Proven track record ramping new reps in high-velocity environments
Strong coaching instincts — you’re in the details, not above them
Data-driven and comfortable holding a high bar
Comfortable managing early-career reps and first-time sellers
Not afraid of repetition, discipline, and saying “no”

Nice To Haves

Experience managing Junior AEs or SDR-to-AE promotions
Background in HR tech, SaaS, or transactional B2B sales
Experience building pod-based or tiered sales models

Responsibilities

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 Closing discipline
Ruthlessly improve win rates and cycle times
Run weekly 1:1s, deal reviews, and pipeline inspections
Identify underperformance early and take decisive action
Raise the floor, not just the ceiling
Enforce CRM hygiene and pipeline integrity
Use data to identify: Drop-off points Rep-level conversion issues Coaching opportunities
Partner closely with RevOps and Enablement to improve playbooks
Work in close partnership with the US Sales Director
Own early-stage and ramped-down deals so the Director can focus on: Fully ramped AEs Complex deal management Strategic pipeline coverage
Provide clear signal on when reps are ready to move up

Benefits

Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
401K, Retirement Plan, and Performance Bonuses to invest in your future.
Cell phone reimbursement for seamless communication.
Apple gear provided to set you up for success.
Generous PTO because we believe in work-life balance.
Access to our Employee Assistance Program (EAP) for personal and professional support.
Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

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