Manager, SMB Sales

Embedded Shishya; Gopalganj; On-site; INR 13,246,000 - 16,669,000; Full time

Benefits offered by this job

Remote work

SARs

Annual remote work budget

L&D budget

Parental leave

Competitive OTE

Job summary

TestGorilla is seeking a hands-on Sales Manager to lead a global team of 6–8 SMB Account Executives, owning the full sales cycle from outreach to close. This true player-coach role requires you to be on calls daily, coaching reps, and stepping in to close deals when it matters.

You’ll use Gong and HubSpot to inspect pipeline, forecast, and drive performance. If you love AI-enabled processes and building a strong, quota-crushing team, this is the role for you. Remote work from anywhere supported.

Qualifications

• Experience in SMB SaaS sales with quota attainment.
• Proven ability to coach and close, operating as a player-coach.
• Strong familiarity with Gong and HubSpot for pipeline and coaching insights.
• Comfort with AI tools to improve rep performance and admin tasks.

Responsibilities

• Lead a global team of 6-8 SMB Account Executives, owning ramp and results.
• Forecasting, pipeline health, and weekly/monthly/quarterly results using HubSpot for insights.
• Conduct 1:1s, deal reviews, and pipeline reviews; use Gong for coaching opportunities.
• Join live calls to support reps and close when necessary.
• Build and improve the SMB sales playbook and discovery frameworks.
• Partner with VP Sales, Marketing, GTM Ops, and CS to drive SMB pipeline.

Skills

SMB SaaS sales

Player-coach leadership

Gong proficiency

HubSpot usage

On-call coaching

AI tools Claude

N8N familiarity

Closing expertise

Remote collaboration

Tools

Gong

HubSpot

Job description

Headquarters: Fully remote
URL: https://www.testgorilla.com/

We’re looking for a hands-on Sales Manager to lead a dynamic team of 6–8 SMB Account Executives, who own the full sales cycle from the initial outreach to close. You’ll own the SMB number, build a high-performance culture where the best sellers thrive.

This is a true player-coach role: the antithesis of a hands-off, dashboard-only manager job! You’ll be on calls with your team every day, jumping in to help them close, modelling the behaviours and standards you expect, and turning every deal into a coaching moment. When a deal is stuck, you get on the call. When a rep is struggling with a stage, you show them how it's done. You don't wait for things to go wrong - you're out ahead of it, making your team and the company better.

You’ll use Gong and HubSpot deeply to inspect pipeline, coach reps, and continuously raise the bar. If you love being in the trenches with reps, getting on live calls, and showing people exactly how to close, this role is the one for you.

Responsibilities

• Lead a global team of 6-8 SMB Account Executives, owning their ramp, performance, career growth, and creating a team culture people want to be part of and recommend to others.

• Carry the team SMB quota, owning forecasting, pipeline health, and weekly, monthly, and quarterly results, using HubSpot deeply for pipeline inspection, sequence performance, and reporting.

• Run high-impact 1:1s, deal reviews, and pipeline reviews focused on specific behaviors, using Gong daily to identify coaching opportunities, codify what great looks like, and accelerate ramp.

• Be on a high-volume of live sales calls every week, joining discoveries, demos, and negotiations to support reps, model best practices, and step in to close when it matters.

• Think and deliver in an AI-first way, using tools like Claude and n8n to reduce admin, improve rep performance, and help the team adopt AI effectively.

• Build, maintain, and continuously 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 consistent SMB pipeline and customer outcomes, train the team, and surface front-line insights back to Product and Leadership.

What you’ll bring

We're looking for someone who:

• Is passionate about TestGorilla's mission to help one billion people find their dream jobs.

• Has strong written and verbal communication skills in English.

• Thrives in a non-corporate, async-first, remote environment.

• Has experience managing SMB SaaS sales teams with a clear track record of hitting and exceeding quota, and a background as a top-performing closer before moving into management.

• Is a genuine player-coach: you actively want to be on live calls, jump into deals, and demonstrate how to close.

• Operates in a high-accountability environment: holding high standards for themselves and their team.

• Has deep, hands‑on proficiency with Gong and HubSpot, including pipeline management, forecasting, deal stage discipline, call coaching, and reporting.

• Has strong coaching skills and a repeatable framework for developing reps with radical candor, plus experience hiring and ramping SMB closers in a high‑velocity environment.

• Is very comfortable using AI tools, including Claude and n8n, and keen to help the team adopt them effectively.

While we hire for skills over specific years of experience, we would generally expect that someone with the above skills has 3-5 years of Sales management experience. This is not a first-time manager role!

We seek diversity and encourage applications from everyone. Studies show that women and underrepresented groups can be hesitant to apply unless they meet every requirement. If you're interested in this role but your experience doesn't perfectly match the description, please still apply.

Bonus skills

While this isn’t a requirement, we’d be very interested to hear from you if you have experience:

• Selling and managing teams in HR tech, ATS, recruitment, talent assessment, or recruiting software.

• Leading SMB teams in a product-led, PLG-influenced, or self‑serve‑to‑sales motion.

What’s in it for you?

Please note: Some specifics, particularly around leave, may vary depending on your country of residence. This will be discussed during the hiring process.

• Global Team: Join a fully remote, mission-driven team from around the world

• Competitive compensation: Receive competitive pay (Total OTE of €120,000-€151,000 on a 50/50 base/variable split) and Share Appreciation Rights (SARs)

• Remote & flexible work: Work from almost anywhere*. Enjoy flexible hours and asynchronous work to balance work and life.
  * Check out the Countries we currently hire from here

• Remote work budget: €1,000 available each year or up to €2,000 from day 1 if you're buying a laptop!

• Growth & development: Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities

• Parent/Caregiver support: We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches

• Work-life balance: Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being