The Role As the
Manager, SMB Account Executives, you will lead, coach, and scale a high-performing team of approximately 5 SMB Account Executives. You will be responsible for driving the execution of our small-business sales strategy, ensuring your team meets and exceeds their revenue targets.
This is a role where you will not only manage pipeline and forecast accuracy but also actively mentor reps through complex deal cycles, refine their pitching mechanics, and foster a culture of continuous improvement.
What You'll Do- Team Leadership & Coaching: Manage and mentor a team of ~5 SMB AEs. Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate the team's sales acumen and execution.
- Revenue Delivery: Own the aggregate quota for the SMB segment. Ensure the team maintains a healthy, predictable pipeline and accurately forecasts monthly and quarterly revenue.
- Sales Execution: Actively jump into deals to support your reps. Help navigate objections, multi-stakeholder evaluations, and closing negotiations.
- Process Optimization: Partner with Sales Operations and Marketing to refine inbound lead routing, outbound prospecting strategies, and internal sales playbooks.
- Talent Development: Recruit, onboard, and retain top-tier sales talent. Build a clear path for AEs to grow within the revenue organization.
- Key Results & Metrics
Success in this role will be measured by performance against key metrics, including:
- Team Quota Attainment: Percentage of the team meeting or exceeding their individual quarterly revenue targets.
- Pipeline Velocity & Conversion: Improvement in the team's win rates and average sales cycle length.
- Forecast Accuracy: The variance between your committed forecast and actual revenue closed at the end of the quarter.
- Team Retention & Ramp Time: Successfully onboarding new hires to productivity quickly and maintaining low regrettable attrition.
What You Bring- Experience: 4+ years of B2B SaaS sales experience, with at least 2+ years of direct management or team lead experience overseeing SMB or Mid-Market Account Executives.
- Proven Track Record: A history of consistently meeting or exceeding team quota targets and driving predictable revenue growth.
- Coaching Mindset: Deep passion for people development. You know how to diagnose skill gaps in a sales cycle and coach reps on discovery, multi-stakeholder alignment, and urgency building.
- Data-Driven: Proficient in CRM hygiene (Salesforce/HubSpot) and using data to identify bottlenecks in the sales funnel.
- Adaptability: Thrives in a fast-paced, evolving environment. You are comfortable building playbooks, not just executing existing ones.
What's In It For You- Global collaboration: Partner with teams and clients across Europe, APAC, and North America.
- Competitive package: Comprehensive salary, benefits, and tools for success.
- Meaningful work: Your efforts shape how thousands of lawyers use AI daily.
- In-person environment: Downtown Denver office designed for ambitious builders and company provided lunch daily.
- Benefits & Perks: We invest in our people with a comprehensive, thoughtfully designed benefits package:
Medical, Dental & Vision
- Multiple medical plan options through Aetna and Kaiser Permanente
- HSA or Healthcare FSA (based on plan selection)
- Dental plans via MetLife
- Vision plans via Vision Care
Family Support
- Generous parental leave
- Free access to Maven Clinic
- Dependent Care FSA
- Free One Medical membership for employees and dependents
Additional Perks
- Pre-tax commuter benefits
- Life Insurance + STD/LTD
- 401(K) with generous company match
- Unlimited PTO
- Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more
