US Sales Manager, SMB

Job Description

Job Description

Workable is an all-in-one HR platform trusted by over 31,000 businesses worldwide. We combine the world's most widely used Applicant Tracking System with a full HR suite — giving companies everything they need to hire great people and help them thrive.

We're a team that cares about doing things well — and about the people we do it with.

As the US Sales Manager for SMB, you will play a pivotal role in driving new business bookings across the Americas. You will lead a high-performing sales team, coach and develop Account Executives, and optimize the sales pipeline to ensure consistent achievement of targets. This role is ideal for a sales leader who thrives in a transactional, high-volume environment and is passionate about building scalable sales processes and developing talent.

Key responsibilities include:

• Lead and manage a high-performing SMB sales team to consistently achieve new business bookings targets in the Americas.
• Coach and develop Account Executives through ongoing training, performance feedback, and field coaching to raise close rates and accelerate ramp times.
• Forecast, track, and optimize the SMB sales pipeline using CRM data; provide accurate monthly/quarterly forecasts to senior leadership.
• Drive end-to-end sales cycles for SMB prospects, including discovery, product demonstrations, negotiation, and deal closure.
• Collaborate cross-functionally with Marketing, Sales Enablement, Product, and Customer Success to align on GTM strategy, enablement resources, and post-sale handoffs for a smooth customer journey.
• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs; own time-to-first-deal, time-to-quota, and ramp attainment; create a repeatable path for reps to graduate into the core AE team.
• Drive daily execution in a transactional, high-volume environment; coach reps on tight discovery, clear next steps, efficient deal cycles, and closing discipline; improve win rates and cycle times.
• Run weekly 1:1s, deal reviews, and pipeline inspections; identify underperformance early and take decisive action.
• Enforce CRM hygiene and pipeline integrity; use data to identify drop-off points, rep-level conversion issues, and coaching opportunities; partner with RevOps and Enablement to improve playbooks.
• Partner closely with the US Sales Director; own early-stage and ramped-down deals; provide clear signal on rep readiness for promotion.

Requirements

• B2B SaaS sales experience

• 2+ years of people management experience leading a sales team
• Experience managing and coaching a sales team of 4 or more representatives
• Experience selling to SMB customers (companies with fewer than 200 employees)
• Experience selling high-velocity SMB deals with annual contract values in the $1k–$15k range
• Experience closing SMB sales cycles with an average duration of approximately 23 days or similar high-velocity cycle length
• Proficiency using Salesforce or HubSpot CRM for pipeline management and forecasting
• Experience managing pipeline and forecasting using defined sales stages and exit criteria
• Professional fluency in English
• Authorized to work in the United States

• Familiarity with Sandler sales methodology
• Familiarity with Skip Miller (Proactive Selling)
• Professional fluency in Spanish or another second language
• Willingness to travel occasionally for work

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging environment, we are offering: