Manager, SMB, Private Owners

Procore; Tampa (FL); On-site; USD 121,000 - 166,000; Full time

Job summary

Procore is seeking a driven Manager, SMB New Logo Sales & Account Management to lead a hybrid team of Account Executives and Account Managers focused on the Private Owners market. The role covers net-new acquisition and expansion/retention across a growing customer base.

You will drive outbound and inbound strategies, hire and coach top talent, and collaborate with Customer Success, Marketing, and Sales leadership to optimize lead quality and lifetime value.

Qualifications

• 3+ years of quota-carrying software sales experience (SaaS preferred).
• 2+ years of sales management experience leading inside/hybrid AE/AM teams.

Responsibilities

• Lead a hybrid team of AEs and AMs focused on net-new and renewals.
• Source and close new SMB accounts through outbound and inbound leads.
• Coach AEs/AMs to maximize cross-sell and expansion within current accounts.
• Partner with CS, Marketing, and Sales Leadership for lead quality and post-sale handoffs.
• Conduct regular pipeline reviews, call reviews, and deal strategy sessions.
• Provide accurate revenue forecasting in Salesforce for new and expansion paths.
• Develop Private Owners persona knowledge and communicate Procore's value proposition.

Skills

Quota carrying sales

Sales management

CRM proficiency

Quantitative forecasting

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Tools

Salesforce

Gong.io

Outreach.io

Job description

Procore is looking for a driven Manager, SMB New Logo Sales & Account Management to join our Sales team. In this role, you will lead a dual-function team of Account Executives (AEs) and Account Managers (AMs) dedicated to our Private Owners audience. You will drive both net-new customer acquisition and the expansion/retention of existing accounts by applying modern sales methodologies, inside sales rigor, and tailored positioning for private owner customers.

You’ll foster a high-performance, high-accountability culture to exceed growth targets across new revenue acquisition and existing book-of-business expansion. This position reports to the Director, Private Owners and will be based in our Carpinteria, CA, Tampa, FL, or Austin, TX offices.

What you’ll do:

• Lead, develop, and coach a hybrid team of Account Executives (focused on net-new acquisition) and Account Managers (focused on renewals and expansion) within the Private Owners market.
• Drive strategies to source and close new SMB accounts through outbound prospecting and inbound lead qualification, while maximizing retention and cross-sell/up-sell opportunities within current accounts.
• Attract, hire, and retain high-performing AEs and AMs by cultivating a performance-driven, continuous-learning environment.
• Partner with Customer Success, Marketing, and Sales Leadership to ensure lead quality, seamless post-sale handoffs, and optimized customer lifetime value.
• Conduct regular call reviews (via Gong.io), pipeline reviews, and deal strategy sessions; actively participate in high-stakes presentations, discovery, and negotiations.
• Provide accurate weekly, monthly, and quarterly revenue forecasting in Salesforce.com across both new logo acquisition and expansion paths.
• Deepen team knowledge of the Private Owners persona, construction industry trends, and competitor positioning to effectively communicate Procore's unique value proposition.

What we’re looking for:

• Bachelor’s degree or equivalent work experience; 3+ years of quota-carrying software sales experience (preferably SaaS).
• 2+ years of sales management experience leading inside sales or hybrid AE/AM teams (or demonstrated leadership in a high-performing IC role).
• Demonstrated experience driving both net-new logo acquisition and post-sale revenue expansion/renewals.
• Hands-on experience with consultative, solution-based sales methodologies and proficiency with CRM and sales enablement tools (preferably Salesforce.com, Gong.io, and Outreach.io).
• Consistent track record of achieving or exceeding quota targets as an IC and/or team leader.
• Excellent interpersonal, virtual presentation (Zoom), and written communication skills with the resilience to thrive in a fast-paced environment.

Additional Information

Base Pay Range:

120,800.00 - 166,100.00 USD Annual

On Target Earning Range:

241,600.00 - 332,200.00 USD Annual

This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location.

For Los Angeles County (unincorporated) Candidates:

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.