Manager, SMB Sales

Overview

Job Description

Responsibilities

• - Lead a global team of 6-8 SMB Account Executives, owning their ramp, performance, career growth, and creating a team culture people want to be part of and recommend to others.
• - Carry the team SMB quota, owning forecasting, pipeline health, and weekly, monthly, and quarterly results, using HubSpot deeply for pipeline inspection, sequence performance, and reporting.
• - Run high-impact 1:1s, deal reviews, and pipeline reviews focused on specific behaviors, using Gong daily to identify coaching opportunities, codify what great looks like, and accelerate ramp.
• - Be on a high-volume of live sales calls every week, joining discoveries, demos, and negotiations to support reps, model best practices, and step in to close when it matters.
• - Think and deliver in an AI-first way, using tools like Claude and n8n to reduce admin, improve rep performance, and help the team adopt AI effectively.
• - Build, maintain, and continuously improve the SMB sales playbook, including discovery frameworks, demo structure, objection handling, and closing motions.
• - Partner with VP Sales, Marketing, GTM Operations, and Customer Success to drive consistent SMB pipeline and customer outcomes, train the team, and surface front-line insights back to Product and Leadership.

Required Skills

• - Is passionate about TestGorilla's mission to help one billion people find their dream jobs.
• - Has strong written and verbal communication skills in English.
• - Thrives in a non-corporate, async-first, remote environment.
• - Has experience managing SMB SaaS sales teams with a clear track record of hitting and exceeding quota, and a background as a top-performing closer before moving into management.
• - Is a genuine player-coach: you actively want to be on live calls, jump into deals, and demonstrate how to close.
• - Operates in a high-accountability environment: holding high standards for themselves and their team.
• - Has deep, hands-on proficiency with Gong and HubSpot, including pipeline management, forecasting, deal stage discipline, call coaching, and reporting.
• - Has strong coaching skills and a repeatable framework for developing reps with radical candor, plus experience hiring and ramping SMB closers in a high-velocity environment.
• - Is very comfortable using AI tools, including Claude and n8n, and keen to help the team adopt them effectively.

Benefits

• - Global Team: Join a fully remote, mission-driven team from around the world
• - Competitive compensation: Receive competitive pay (Total OTE of €120,000-€151,000 on a 50/50 base/variable split) and Share Appreciation Rights (SARs)
• - Remote & flexible work: Work from almost anywhere. Enjoy flexible hours and asynchronous work to balance work and life.
• - Remote work budget: €1,000 available each year or up to €2,000 from day 1 if you're buying a laptop!
• - Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities
• - Parent/Caregiver support: We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches
• - Work-life balance: Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being