Manager, SMB Sales

TestGorilla

SMB Sales Manager leading 6–8 Account Executives at TestGorilla, a skills-based hiring platform. Driving quota, coaching live deals, and scaling AI-first sales processes.

Posted 8/7/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 €60,000 - €75,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates strong leadership in managing SMB sales teams, with a focus on pipeline management, quota achievement, and team development. Proficient in using tools like HubSpot and Gong to enhance sales performance and coaching effectiveness.

Highest-signal resume keywords

SMB Sales ManagementPipeline ManagementCoaching SkillsHubSpot ProficiencyGong Proficiency

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quota AchievementSales ForecastingDeal Stage DisciplineObjection HandlingClosing Techniques

Soft Skills

Strong Communication SkillsPlayer-Coach MindsetHigh Accountability

Tools & Technologies

HubSpotGongClaudeN8n

Industry Keywords

SMBSaaSHR TechTalent AssessmentProduct-Led Growth

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

Strong written and verbal communication skills in English
Experience managing SMB SaaS sales teams with a track record of hitting and exceeding quota
Background as a top-performing closer before moving into management
Genuine player-coach who actively participates in live calls and deals
Experience operating in a high-accountability environment
Deep hands-on proficiency with Gong and HubSpot, including pipeline management, forecasting, deal stage discipline, call coaching, and reporting
Strong coaching skills and a repeatable framework for developing representatives with radical candor
Experience hiring and ramping SMB closers in a high-velocity environment
Comfort using AI tools, including Claude and n8n
Generally 3–5 years of sales management experience expected; not a first-time manager role
Passion for TestGorilla’s mission
Ability to thrive in a non-corporate, async-first, remote environment
Bonus: experience in HR tech, ATS, recruitment, talent assessment, or recruiting software
Bonus: experience leading SMB teams in a product-led, PLG-influenced, or self-serve-to-sales motion
Must be legally authorized to work in the intended location without sponsorship

Benefits

Comp & perks

Competitive pay (Total OTE of €120,000-€151,000 on a 50/50 base/variable split)
Share Appreciation Rights (SARs)
Fully remote work
Flexible hours
Asynchronous work
€1,000 remote work budget each year or up to €2,000 from day 1 if buying a laptop
3.5% L&D budget
Clear growth opportunities
Paid 8-16 week parental leave
Tailored return-to-work approaches
Unlimited and flexible time off policy
Caregiver-friendly work environment