Manager, SMB Sales

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TestGorilla

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2020

👥 RH Tech

☁️ SaaS

🎯 Recrutement

💰 €70 000 000 Series A - TestGorilla en 2022-06

HR Tech • SaaS • Recruitment

TestGorilla est une plateforme qui offre des évaluations de compétences avant l'embauche et des outils de test de candidats afin d'aider les organisations à présélectionner, évaluer et recruter des candidats. Son produit est proposé en tant que service logiciel en ligne permettant aux recruteurs et aux équipes de recrutement de créer et d'administrer des tests, de mesurer les compétences des candidats, et de prendre des décisions de recrutement basées sur des données. TestGorilla cible principalement les employeurs et les équipes de recrutement cherchant à améliorer leurs résultats de recrutement grâce à des évaluations standardisées.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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