SMB Sales Manager

Birdeye; India; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Birdeye in Gurugram, India is seeking a passionate SMB Sales Manager to lead a growing B2B SaaS sales team focused on the North American market. You will coach account executives, manage the funnel, and align with marketing and success teams to maximize new business.

The role requires a proven closing track record, strategic deal coaching, and strong CRM discipline. You will participate in critical calls, optimize processes, and report forecasts, while guiding the team toward quota attainment

Qualifications

• Proven experience leading a B2B SaaS sales team targeting NA markets.
• Top-performer track record in exceeding quota.
• Strong negotiation and value-based selling capabilities.
• Deep proficiency with CRM and revenue forecasting tools.

Responsibilities

• Lead and scale a high-performing B2B SaaS sales team focused on North America SMB market.
• Drive pipeline governance and conversion from MOFU/BOFU leads to closed deals.
• Join key calls, reviews, and coach reps on value-based demos and discovery.
• Collaborate with SDR, Marketing, and Customer Success to optimize handoffs.

Skills

Leadership

Closing deals

Deal strategy

CRM mastery

Communication

Process builder

Bachelor's degree

Education

Bachelor’s degree

Tools

Salesforce

Sales engagement tools

Job description

SMB Sales Manager at Birdeye in Gurugram, India

Sales Full-time

Description

Why Birdeye?

Birdeye is the leading agentic marketing platform for multi-location brands.

Companies like H&R Block, Aspen Dental, and Caesars Entertainment use Birdeye to manage marketing across thousands of locations — from how they get found, to how they convert, to how they retain customers. Our platform replaces disconnected point tools with AI agents that execute work at the location level — responding to reviews, updating listings, publishing content, and driving conversions.

Backed by Marc Benioff, Jerry Yang, and Accel-KKR, Birdeye was named to G2’s 2026 Best Agentic AI Products list — appearing alongside the world’s leading AI companies. We’re expanding rapidly into enterprise, with growing adoption across large, multi-location brands.

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.
• Pipeline & Funnel Governance: Drive team performance across the middle and bottom of the funnel (MOFU/BOFU), ensuring high conversion rates from SDR-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.
• Cross-Functional Collaboration: Partner closely with SDR Managers, Marketing, and Customer Success to optimize lead handoffs, 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 AI agentic 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 product value and ROI 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 enterprise-level or critical customer discussions to ensure long-term trust and alignment.

Requirements

• 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 complex mid- market/SMB sales cycles, value pricing, and closing 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.

Why You'll Join Us:

At Birdeye, we seek to innovate and to be the #1 AI-powered Experience Marketing platform in our category. We continually raise the bar to deliver meaningful results for our customers and ourselves. Our quality is world-class. We deliver what we commit to, and we roll up our sleeves to get the work done. Working at Birdeye means being part of a tight-knit, high-performance team that helps you succeed and celebrates your wins. We value ownership, move fast, and operate with a “run it like it’s yours” mindset.

We find strength in diversity and inclusion, actively seek different points of view, and ask everyone to bring their authentic selves to work.