Sales Manager, SMB (UK)

All Gravy ApS; Greater London; Hybrid; GBP 75,000 - 90,000; Full time

Benefits offered by this job

Prime London office location

Team lunches and Friday bars

Offsites and top-tier equipment

Fridge stocked with drinks

Job summary

All Gravy ApS is seeking a UK SMB Sales Leader to own the UK SMB number, grow the AEs from 4 to 10, and drive performance with a data-driven playbook. You’ll coach MEDDPICC, SPIN, and Challenger-based deals, while mentoring a high-velocity team and shaping the GTM strategy in the UK.

You’ll report to the Global Sales Director, operate hybrid from London with travel to Copenhagen, and influence every part of the sales motion from prospecting to closing.

Qualifications

• 4+ years in B2B SaaS sales and 1+ year leading people.

Responsibilities

• Own the UK SMB number and forecast it weekly.
• Lead the day to day: pipeline reviews, call reviews, 1:1s and stand-ups.
• Hire and onboard new AEs and ramp them quickly.
• Coach the MEDDPICC-driven deals and apply SPIN and Challenger approaches.
• Lead with data: monitor conversion, cycle length, activity, win rates by rep and stage.
• Keep velocity: move deals forward and prune non-closers.
• Sharpen the playbook and feed learnings back into the system.

Skills

SMB sales leadership

B2B SaaS sales

MEDDPICC

SPIN

Challenger

AI tools

Tools

HubSpot

Snowflake

Claude AI

GTM Suite

Job description

If you want to lead a team of high-velocity closers, run the day to day with real data, and make every rep sell like your best one, come join us! You lead our UK SMB Account Executives, own the UK SMB number and grow the team from 4 AEs today to 10. Three numbers we need you to move: ramp time for new reps, conversion rate through the pipeline, and sales cycle length. If you want to be the person who runs SMB sales for All Gravy in the UK, keep reading!

The seat in numbers

• Independents and smaller groups.
• ACV USD 10K, average sales cycle 14 days.
• 40% inbound, 60% outbound.
• Today 4 AEs, growing to 10.
• OTE USD 100K to 120K, 60/40 base to commission split, plus share options.

The mission

All Gravy is the frontline operating system: comms, learning, engagement, operations and scheduling in one platform, with built-in AI. Used daily by 350+ brands like GAIL's, L'Osteria, Dishoom, 7-Eleven and Honest Burgers. We’re growing 3x year-over-year, and the UK SMB team is one of the engines behind it.

What You Get From Day One

• A team that's already selling. 4 established UK SMB AEs with live pipeline.
• Approved headcount. The budget to take the team to 10 AEs is signed. Your job is to find the people.
• A playbook the system runs. Qualification, pricing, stages and handoffs live in our GTM Suite, not in a slide deck. Every rep gets a researched dial deck each morning and AI SDRs handle inbound first touch.
• Every call captured, one source of truth. Attention records and scores every call. HubSpot on Snowflake gives you live pipeline, forecasting and rep scorecards.

What You'll Do

You carry no personal quota. Your number is the team's number, and you hit it through the people on it. Your first month is spent selling, so you learn the product, the buyer and the playbook from the inside.

• Own the UK SMB number. Forecast it, hit it, explain it. Every week.
• Lead the day to day. Pipeline reviews, call reviews, 1:1s and stand-ups.
• Support on every deal where it's needed. Join calls, unblock stuck opportunities, coach the close in real time.
• Hire and onboard. Recruit the next AEs and get them ramping on the playbook in weeks, not quarters.
• Coach the method. MEDDPICC runs every deal. SPIN shapes how we ask, Challenger is the mindset: advisers, not vendors.
• Lead with data. Conversion rates, cycle length, activity, win rates by rep and by stage.
• Keep the velocity. Keep deals moving, kill the ones that won't close, keep the team on the next one.
• Sharpen the playbook. What works for your best rep goes back into the system.

Who You Are

• You've led an SMB sales team before. 4+ years in B2B SaaS sales, 1+ years leading people in a high-velocity motion, and you've grown a team, not just run one. We'll ask for the numbers: team attainment, share of reps at quota, ramp time for the people you hired.
• You've sold to SMB yourself. You can show a rep how to run a short-cycle deal.
• You know the methods. MEDDPICC is second nature and you've coached others on it.
• You run on numbers. By week two you can tell from the pipeline whether the quarter lands.
• You hire well. You can show us what the people you hired went on to do.
• You're AI-first. You use Claude or similar every day. You'd rather automate a process than hire for it.
• Big plus: you've sold to hospitality or retail operators.

Probably not for you if

• You'd rather close your own deals than coach someone else to close theirs.
• You manage from the dashboard without listening to the calls.
• You want to build sales ops from scratch. Ours is already running. Your job is to move the numbers on top of it.
• You work the same way you did three years ago.

Where this goes

• 1 month: You've run your own calls and deals end to end and know the product, the buyer and the playbook from the inside.
• 6 months: The team is at 10 AEs and runs on your rhythm. Your forecast lands within 10%. Ramp time for new reps is down.
• Beyond: As the UK grows, the team and the role grow with it.

Why All Gravy

• Grow fast, for real. We promote from within, move quickly, and give you real responsibility from day one.
• Work that matters. Your work directly affects the daily lives of millions of frontline workers.
• The good stuff too. Prime office location, team lunches, Friday bars, padel tournaments, wine tastings, offsites, top-tier equipment, and a fridge that's always stocked.

Practical

• Based in our London office, hybrid, with regular travel to our Copenhagen office.
• Full-time.
• You report to Malek, our Global Sales Director, and work closely with RevOps, customer success, marketing and our founders.