TestGorilla

Sales

• Lead a global team of 6–8 SMB Account Executives, owning ramp, performance, career growth, and team culture
• Own the team SMB quota, forecasting, pipeline health, and weekly, monthly, and quarterly results
• Use HubSpot for pipeline inspection, sequence performance, and reporting
• Run 1:1s, deal reviews, and pipeline reviews focused on specific behaviors
• Use Gong daily to identify coaching opportunities, codify best practices, and accelerate ramp
• Join a high volume of live discovery, demo, and negotiation calls to support representatives and close deals
• Use AI tools such as Claude and n8n to reduce administration and improve representative performance
• Build and 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 SMB pipeline and customer outcomes
• Train the team and surface frontline insights to Product and Leadership

Manager, SMB Sales