Sales Manager, SMB - New Business

Overview

Lead a team of quota-carrying SMB Account Executives (EMEA/APAC) responsible for new business acquisition in G2's Emerging Vendor segment, selling G2 Marketing Solutions.

What you'll do

• Help your team drive urgency with prospects and help them see value in G2's solutions.
• Lead and involve executive engagement and sponsorship on high growth accounts.
• Maintain a high acquisition rate and average selling price.
• Drive the culture of self-sourced pipeline development within your team and measure it consistently.
• Help your team in deal management and negotiations.
• Be an adviser to your team on their deals and provide guidance on both strategic and tactical aspects to win a customer.
• Adapt and implement MEDDPICC methodology for deal reviews and health.
• Drive forecast discipline week-on-week with your team on deals and goals, focusing on forecasting accuracy.
• Drive discipline in organisational training and compliance across your team.
• Report forecast and performance of your team to your leader week-on-week.
• Drive adherence to processes and cadence from your team.
• Create a cadence to conduct frequent review of your team's performance and their career growth.
• Success will be measured by the performance of your teams on input metrics, deal hygiene and output metrics.
• Identify, action and/or provide advice on how to improve business input metrics that drive growth and improve end customer experience.
• Identify opportunity areas within your team and adapt mentorship based on the individuals you are managing.
• Drive a culture of camaraderie and competitiveness to build a healthy team.
• Drive consistency in performance aligning to G2's overall goals and roadmap.
• Focus on training and development for your team.
• Build and maintain strong relationships with your peers and leaders from cross-functional teams to align on goals and objectives.
• Forecast your business to your leadership team accurately and identify areas of improvement.
• Work with cross-functional teams on projects and initiatives to help your customers, company and team.

What you'll need

• 10+ years in B2B SaaS Sales.
• Preferably experience selling into global markets.
• 2+ years sales leadership experience.
• Entrepreneurial mindset with a true sales hunter approach.
• Extensive experience negotiating terms and closing contracts for business.
• Strategic thinker with strong storytelling skills and written communication.
• Proven ability to scale sales operations and achieve revenue goals.
• Strong leadership, communication, and data-driven decision-making skills.
• Graduate degree or higher.

Nice to have

• Awareness of MEDDPICC methodology (not a deal breaker).

Details

• Hybrid in-office role with a three-day workweek.
• Works in shifts to manage global customers out of India and collaborate with global counterparts.
• Location: Bengaluru.