Sales Manager - US SMB

Zoca; Bengaluru; On-site; INR 11,527,000 - 17,291,000; Full time

Job summary

Zoca, a fast-growing AI-powered platform for local and multi-location businesses, is seeking a high-impact Sales Manager to lead and scale our B2B SaaS sales team focused on the North American SMB market. You will own team performance across the full sales funnel, coach SDRs & AEs on closing AI solutions, and partner with GTM, Marketing, and Customer Success to drive revenue.

This leadership role requires experience with high-velocity SMB cycles and a proven ability to build a value-based

Qualifications

• Proven background selling/managing sales motions for Voice AI, Front Desk AI, or Agentic AI products.
• Leadership experience leading B2B SaaS Account Executives for North American market.
• Track record of exceeding individual quota as a top-performing B2B SaaS AE.
• Experience coaching SMB closing cycles (3–5 business days) with value pricing.
• Proficient with Salesforce and sales engagement tools; strong revenue forecasting.

Responsibilities

• Lead and scale a high-performing B2B SaaS AE team for NA SMB.
• Govern pipeline across MOFU/BOFU and drive conversions.
• Coach AEs on value-based demos, discovery, negotiation, and closing.
• Collaborate with GTM, Marketing, and Customer Success to optimize handoffs.
• Align with senior leadership on complex deals to expedite closing.
• Refine playbooks and GTM execution.

Skills

AI & Tech Domain Expertise

Leadership Experience

Closing Track Record

Deal Strategy & Negotiation

CRM & Tech Stack Mastery

Communication & Influence

Process Builder

Education

Bachelor’s degree (or equivalent) in business, marketing, or related field

Tools

Salesforce

Job description

About Zoca

Zoca is a fast-growing AI-powered platform built for local and multi-location businesses — helping salons, spas, restaurants, and retail brands manage their teams, customers, and growth all in one place. Through intelligent agents handling bookings, content, loyalty, and customer success, we're building the unified context layer that runs every workflow the business owner already relies on.

About The Role

We are looking for a high-impact Sales Manager to lead and scale our B2B SaaS sales team focused on the North American SMB market. In this role, you will own team performance across the full sales funnel, coach SDRs & AEs on closing cutting-edge AI solutions, and partner closely with GTM, Marketing, and Customer Success to drive consistent revenue outcomes. This is a leadership role for someone who understands high-velocity SMB sales cycles, and is ready to build a team around a value-based selling culture.

What You'll Do

• Lead & Scale: Build, mentor, and direct a high-performing team of B2B SaaS Account Executives focused on the North American Small Business (SMB) market, specializing in cutting-edge AI solutions.
• Pipeline & Funnel Governance: Drive team performance across the middle and bottom of the funnel (MOFU/BOFU), ensuring high conversion rates from BDR-set meetings to closed deals.
• Deal Coaching & Execution: Join critical calls, lead deal reviews, and coach AEs on mastering value-based demos, strategic discovery, negotiation and closing techniques for Voice AI, Front Desk AI, and Agentic AI offerings.
• Cross-Functional Collaboration: Partner closely with GTM Managers, Marketing, and Customer Success to optimize inbound/outbound lead handoffs from BDRs, streamline workflows, and maximize customer acquisition.
• Executive Alignment: Facilitate communication for complex or critical deals between senior leadership, external stakeholders, and your sales team to expedite closing.
• Strategy & Innovation: Stay current with Agentic AI solutions, industry trends, and competitor dynamics to continuously refine team playbooks and go-to-market execution.

Responsibilities

• Drive Revenue Outcomes: Accountable for consistently meeting and exceeding quarterly and annual team quota targets.
• Team Development: Conduct weekly 1:1s, pipeline audits, and call coaching sessions to elevate team performance and build future sales leaders.
• Sales Methodology Excellence: Instill a value-based selling approach across the team, ensuring AEs articulate the profound ROI of AI-driven automation products effectively.
• Process & Friction Optimization: Identify revenue bottlenecks across the sales cycle and implement proactive strategies and internal processes to reduce friction.
• Forecast Accuracy: Maintain accurate revenue forecasts and pipeline visibility within the CRM for executive reporting.
• Stakeholder Management: Serve as an escalation point for high-value customer discussions to ensure long-term trust and alignment.

Requirements

• AI & Tech Domain Expertise: Proven background or deep familiarity selling/managing sales motions for Voice AI, Front Desk AI, or Agentic AI products/platforms.
• Leadership Experience: Proven track record managing or leading a team of B2B SaaS Account Executives targeting the North American market.
• Closing Track Record: Prior experience as a top-performing B2B SaaS Account Executive with a demonstrated history of exceeding individual quota.
• Deal Strategy & Negotiation: Expertise in coaching teams through fast-paced SMB closing cycles (averaging 3–5 business days), value pricing, and high-velocity deal dynamics.
• CRM & Tech Stack Mastery: Deep proficiency with CRM software (e.g., Salesforce), sales engagement tools, and revenue forecasting platforms.
• Communication & Influence: Exceptional written, verbal, and executive presentation skills in English.
• Process Builder: Demonstrated ability to establish, refine, and enforce internal sales processes and deal desk workflows.
• Education: Bachelor’s degree (or equivalent) in business, marketing, or a related field.

Skills: sales,saas,smb