Sales Manager, SMB

How We Work

Four principles guide us

• Velocity. Optimize for rate of learning. Take action, get feedback, get better.
• Hospitality. Sweat the experience. Delight customers, candidates and colleagues, even when it’s inconvenient.
• Transparency. Public unless private. Share context openly within the company so people and agents can take initiative.
• End-to-end. Deliver outcomes, not tasks. Step beyond your job description and see the work through.

The Role

Our SMB sales team is growing, and we’re hiring our first dedicated SMB Sales Manager in San Francisco to report to the VP of Sales and build the foundations for this segment in the market. You’ll own its people, performance, and playbook. This is not a role for someone looking to inherit a finished system. You’ll partner with sales leadership to build the coaching, reporting, and operating structures that help a high-agency AE team scale its land-and-expand motion. Early success means filling open SMB roles, putting a documented sales process into use, and improving forecast quality and rep productivity.

Key ownership areas

• Own SMB performance, quota, and forecast accuracy in San Francisco.
• Recruit, lead, coach, and develop a growing team of quota-carrying SMB AEs, partnering with Recruiting to fill open roles.
• Build the SMB qualification framework, discovery standards, and stage gates from scratch, creating a repeatable process for fast-cycle deals.
• Establish the pipeline reviews, reporting, forecasting, and weekly deal-review cadence needed to run the team effectively.
• Coach reps to land accounts and expand seats, partnering with them on live deals to improve conversion and consistency.
• Partner with sales enablement and PMM to turn training and SMB competitive positioning into consistent execution across the team.

What You Bring

• Experience leading a high-performing B2B sales team; depth of experience matters less than evidence that you are an exceptional leader.
• A record of delivering against sales quota in a high-velocity motion and helping a team do the same.
• A builder’s mindset, with experience creating a qualification framework or sales process rather than only inheriting one.
• Strong, direct coaching and talent-development skills, with the ability to raise the performance bar across a high volume of deals.
• Systems thinking: you can turn growth goals into useful pipeline standards, forecasting, and team rhythms without slowing reps down.
• Customer-facing judgment and an understanding of seats-based expansion, so you can help reps land accounts and grow them.
• High agency and high standards, with the comfort to build a new segment playbook alongside the team you lead.

What We Offer

• The best co-workers you’ll ever have, in an environment that fosters cohesion, collaboration, and performance.
• Supreme rate-of-learning as we re-orient how the world works with AI.
• High compensation, through cash and equity.
• All the benefits you’d expect and more.