High-Velocity SMB Sales Team Lead

Phx Fwd; Phoenix (AZ); On-site; USD 120,000 - 160,000; Full time

Job summary

Fullbay is seeking an SMB Sales Manager to lead the SMB Account Executive team (AE I/II and Senior SMB AE) in a fast-paced, high-velocity environment. You will own team quota attainment tied to ARR, set territory, coach reps, and collaborate with RevOps, BDR leadership, and Marketing to optimize pipeline and messaging.

The role requires proven B2B SaaS leadership, strong coaching skills, and experience with Salesforce.

Qualifications

• High School Diploma or GED; Bachelor’s Degree or military service preferred.
• 5+ years of B2B SaaS sales experience, including demonstrated success in a high-velocity, high-volume sales environment.
• Prior experience leading, coaching, or formally managing a sales team preferred.
• Experience with a CRM (Salesforce required) and standard sales tools (ChiliPiper, Zoom, G-Suite, Slack).

Responsibilities

• Own team-level quota attainment tied to ARR across the SMB AE roster, including individual quota-setting and territory assignment.
• Conduct regular one-on-one coaching with each AE, covering pipeline strategy, call and demo quality, deal review, and skill development specific to high-volume SMB selling.
• Coach Account Executives on self-sourced pipeline generation, including cold outbound prospecting, since the SMB team builds the majority of its own pipeline.
• Review and approve pricing and deal structure for opportunities outside standard guardrails.
• Partner with BDR leadership on the quality of occasional overflow lead handoffs, meeting standards, and feedback loops between the two teams.
• Own team-level pipeline health and forecast accuracy, rolling up individual forecasts into a reliable segment-level view for sales leadership.
• Lead recruiting, hiring, and onboarding for open SMB AE roles, including ramp plans for new Account Executives.
• Conduct formal performance management, including performance reviews, improvement plans, and disciplinary action as needed.
• Identify skill gaps across the team and coordinate training, call reviews, ride-alongs, and enablement resources to close them.
• Monitor individual and team KPI activity, including activity volume, conversion rates, and sales cycle length, intervening early when performance trends off track.
• Collaborate with Sales Enablement, Product, and Marketing to ensure the team has current, relevant materials and messaging.
• Champion process and playbook improvements based on what is and is not working in the field.
• Keep Salesforce and forecasting tools accurate at the team level, modeling the documentation standard expected of the team.
• Prepare and present team performance updates, forecast commentary, and pipeline reviews to sales leadership on a regular cadence.
• Maintain accurate headcount, territory, and quota documentation.
• Support compensation plan administration and commission accuracy for the team.
• Adhere to all confidentiality and compliance regulations.
• Perform other duties as assigned.

Skills

B2B SaaS sales

Leadership

Coaching

Forecasting

Territory design

Education

Bachelor’s Degree

Military service

Tools

Salesforce

ChiliPiper

Zoom

G-Suite

Slack

Job description

Fullbay is seeking an SMB Sales Manager to lead the SMB Account Executive team (AE I/II and Senior SMB AE) in a fast-paced, high-velocity environment. You will own team quota attainment tied to ARR, set territory, coach reps, and collaborate with RevOps, BDR leadership, and Marketing to optimize pipeline and messaging.

The role requires proven B2B SaaS leadership, strong coaching skills, and experience with Salesforce.