US Sales Manager - SMB

For over 31,000 growing businesses and HR teams seeking a comprehensive, all-in-one HR suite, Workable emerges as the premier solution. We uniquely combine the world’s most widely adopted Applicant Tracking System (Workable Recruiting) with a full-spectrum employee management system (Workable HR). At Workable, we empower companies to focus on what truly matters: hiring the right people and fostering their growth.

While we take HR seriously, we maintain a lighthearted and collaborative culture. At Workable, you’ll find smart people who have fun, learn, innovate, and help others do the same. We respect everyone, we hire the best, and make sure every experience is special.

We are hiring an SMB Sales Manager to build and lead a high-velocity sales pod within our US business.

Today, our US Sales team consists of 10 quota-carrying Account Executives reporting to a single Sales Director. As our fastest-growing region, this structure is no longer sustainable.

This role will create a dedicated sub-team of Junior Account Executives (JAEs) and new hires, with a clear mandate:
ramp fast, sell well, and graduate talent into our core AE organization.

This is a hands-on leadership role focused on execution, coaching, and throughput — not forecasting theater.

What You’ll Own

Team Build & Ramp

• 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

High-Velocity Sales Execution

• Drive daily execution in a transactional, high-volume environment
• Coach reps on:
• Tight discovery
• Clear next steps
• Efficient deal cycles
• Closing discipline
• Ruthlessly improve win rates and cycle times
• ATS and HRIS Sales

Coaching & Performance Management

• Run weekly 1:1s, deal reviews, and pipeline inspections
• Identify underperformance early and take decisive action
• Raise the floor, not just the ceiling

Process & Signal Discipline

• Enforce CRM hygiene and pipeline integrity
• Use data to identify:
• Drop-off points
• Rep-level conversion issues
• Coaching opportunities
• Partner closely with RevOps and Enablement to improve playbooks

Partnership with Sales Leadership

• Work in close partnership with the US Sales Director
• Own early-stage and ramped-down deals so the Director can focus on:
• Fully ramped AEs
• Complex deal management
• Strategic pipeline coverage
• Provide clear signal on when reps are ready to move up

What Success Looks Like

• New SMB AEs ramp faster and more consistently
• Higher win rates and predictability in the SMB segment
• Clear internal promotion path from JAE → AE
• US Sales Director operating at the right altitude
• A scalable model that supports continued US growth

Nice to Have

• Experience managing Junior AEs or SDR-to-AE promotions
• Background in HR tech, SaaS, or transactional B2B sales
• Experience building pod-based or tiered sales models

Why This Role Matters

This role is foundational to our US growth. It’s how we:

• Scale without burning out leadership
• Protect quality while increasing volume
• Build a strong internal bench of future AEs

If you enjoy building talent, tightening execution, and winning at scale, this role will suit you very well

Requirements

Who You Are

• 2–5+ years of sales management experience in SMB or mid-market SaaS
• Proven track record ramping new reps in high-velocity environments
• Strong coaching instincts — you’re in the details, not above them
• Data-driven and comfortable holding a high bar
• Comfortable managing early-career reps and first-time sellers
• Not afraid of repetition, discipline, and saying “no”

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 workplace, we offer:

• 💼 Comprehensive Coverage : Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
• 💵 Competitive Compensation : $220,000+ OTE per year, including a $110,000 base salary and $110,000 in uncapped variable compensation.
• 💰 Financial Wellness : 401K, Retirement Plan, and Performance Bonuses to invest in your future.
• 📱 Stay Connected : Cell phone reimbursement for seamless communication.
• 🛠️ Work in Style : Apple gear provided to set you up for success.
• 🌴 Recharge & Relax : Generous PTO because we believe in work-life balance.
• 💡 Support When You Need It : Access to our Employee Assistance Program (EAP) for personal and professional support.
• 🍴 Daily Fuel : Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

Workable is most decidedly an equal opportunity employer. We want applicants of diverse background and hire without regard to race, color, gender, religion, national origin, ancestry, disability, age, sexual orientation, or any other characteristic protected by law.