Position Overview:
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 primary duty of the role: the SMB Manager customarily and regularly directs the work of two or more full-time Account Executives, and holds the authority to hire, terminate, promote, and otherwise change the employment status of team members, or whose recommendations on those decisions are given particular weight. This role is accountable for team-level quota attainment tied to ARR, for quota-setting and territory assignment, and for the day-to-day coaching that helps Account Executives succeed in a high-volume, fast-moving sales environment. This role partners closely with Business Development leadership on the quality of overflow lead handoffs, with RevOps on forecast accuracy and pipeline health, and with sales leadership on broader team strategy and resourcing.
The Right Wrench for the Job:
A shop's service manager does not turn every wrench personally, but ensures every technician on the floor has the training, tools, and accountability to do the job right. This role holds that same standard for the SMB sales floor, where speed, consistency, and sound fundamentals determine results. This position is well suited to a candidate who has already succeeded as an individual contributor in a high-velocity sales motion and is ready to build success through a team rather than through a personal quota alone.
Primary Duties & Responsibilities:
- Own team-level quota attainment tied to ARR across the SMB AE roster, including individual quota-setting and territory assignment.
- Conduct regular one-on-one coaching with each AE, covering pipeline strategy, call and demo quality, deal review, and skill development specific to high-volume SMB selling.
- Coach Account Executives on self-sourced pipeline generation, including cold outbound prospecting, since the SMB team builds the majority of its own pipeline.
- Review and approve pricing and deal structure for opportunities outside standard guardrails.
- Partner with BDR leadership on the quality of occasional overflow lead handoffs, meeting standards, and feedback loops between the two teams.
- Own team-level pipeline health and forecast accuracy, rolling up individual forecasts into a reliable segment-level view for sales leadership.
- Lead recruiting, hiring, and onboarding for open SMB AE roles, including ramp plans for new Account Executives.
- Conduct formal performance management, including performance reviews, improvement plans, and disciplinary action as needed.
- Identify skill gaps across the team and coordinate training, call reviews, ride-alongs, and enablement resources to close them.
- Monitor individual and team KPI activity, including activity volume, conversion rates, and sales cycle length, intervening early when performance trends off track.
- Collaborate with Sales Enablement, Product, and Marketing to ensure the team has current, relevant materials and messaging.
- Champion process and playbook improvements based on what is and is not working in the field.
- Keep Salesforce and forecasting tools accurate at the team level, modeling the documentation standard expected of the team.
- 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 all confidentiality and compliance regulations.
- Perform other duties as assigned.
Minimum Education & Work Experience:
- High School Diploma or GED; Bachelor's Degree or military service preferred.
- 5+ years of B2B SaaS sales experience, including demonstrated success in a high-velocity, high-volume sales environment.
- Prior experience leading, coaching, or formally managing a sales team preferred.
- Experience with a CRM (Salesforce required) and standard sales tools (ChiliPiper, Zoom, G-Suite, Slack).
Key Skills and Qualifications:
- Proven track record of individual quota attainment in a B2B SaaS SMB or comparable high-velocity segment prior to moving into management.
- Strong coaching and people-development skills, with the ability to diagnose performance gaps and build a plan to close them.
- Comfortable with pipeline forecasting, quota-setting, and territory design.
- Ability to coach self-sourced pipeline generation and outbound prospecting discipline.
- Experience partnering with a BDR or SDR leadership function on lead quality and handoff process.
- Sound judgment in pricing and deal-structure decisions.
- Familiarity with heavy-duty repair, trucking, fleet, or automotive aftermarket a plus.
Physical Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
- Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds.
- Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
- Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.
- Noise level in the work environment is usually moderate.
- Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.
