Job Description
Who You Are
You’re a sales leader who doesn’t just manage a number; you build the people behind it. You’ve spent time in the trenches as an AE, you know what great looks like, and you’re genuinely fired up to coach others to get there. You lead with empathy and accountability in equal measure, and you believe culture and quota aren’t just compatible, they’re better together.
You’re data-savvy enough to spot a pipeline problem before it becomes a forecast miss, and people-smart enough to know when your rep needs a tactical adjustment versus a confidence boost. You thrive in a fast-moving, fully remote environment and love the energy of SMB and mid-market selling. Fast cycles, real conversations, deals that close. That’s your happy place.
You’re also comfortable in the gray. You don’t wait for the perfect playbook; you build it, test it, and make it better as you go. And honestly? You kind of love that part.
If you’re already thinking about how you’d tackle this role, you might be our next Sales Manager!
About the Role
As our Sales Manager, you’ll lead a team of 4-8 Account Executives focused on SMB and Mid-Market segments across North America. You’ll report directly to the Director of Sales and play a pivotal role in shaping how we grow our commercial business. This is a hands-on role where you’re in the deals with your reps, on calls, in strategy sessions, helping close, not managing from a distance.
In this role, you will:
- Lead, coach, and develop a team of 4-8 Commercial AEs across SMB and Mid-Market territories
- Own your team’s revenue targets, forecast accuracy, and pipeline health, with full transparency to leadership
- Run weekly 1:1s, pipeline reviews, and deal strategy sessions that drive real outcomes (not just check-ins)
- Partner with your AEs on complex deals, live calls, and key stakeholder moments to help them close
- Identify skill gaps and create individualized development plans that accelerate rep growth and retention
- Hire, onboard, and ramp new AEs with a structured approach that gets them to productivity faster
- Maintain rigorous Salesforce hygiene across your team and hold reps accountable to CRM standards
- Drive a team-wide outbound motion, ensuring reps are consistently generating net-new pipeline — not just working what comes in
- Deliver reliable monthly, quarterly, and annual forecasts
- Partner cross-functionally with Sales Development, Marketing, Customer Success, and Product to ensure a seamless customer experience
- Contribute to sales strategy, territory design, process improvement, and enablement initiatives as the team scales
What You’ve Done Before
- 2-3+ years of experience in a sales management role, with direct responsibility for quota-carrying AEs
- 2-3+ years of experience carrying your own quota as an Account Executive
- Proven track record of hitting team revenue targets in a SaaS environment
- Strong coaching chops: you’ve helped reps improve their discovery, objection handling, and close rates
- Experience managing SMB and/or Mid-Market sales motions with shorter, high-velocity deal cycles
- Demonstrated ability to forecast accurately and manage pipeline rigorously in Salesforce
- Skilled at building multi-threaded relationships across prospect organizations and coaching reps to do the same
- Comfortable in a fully remote environment - you communicate with clarity, run tight virtual meetings, and stay connected to your team
- Familiarity with sales engagement tools (Apollo, Salesforce, Gong, etc.) and how to use data to coach reps
It’d Be Great If You’ve Done This
- Experience in event technology, marketing technology, or an adjacent SaaS vertical
- Formal training in solution or consultative selling methodologies (MEDDIC, SPICED, SPIN, Challenger, etc.)
- Experience building or contributing to sales playbooks, onboarding programs, or enablement content
Benefits & How We Work
Learn more about Swoogo, how we work, and our Perks & Benefits.
