Remote SMB Sales Manager – New Logo Growth

Bazeta; United States; Remote; USD 140,000 - 190,000; Full time

Job summary

Emburse is seeking a Manager, Sales (SMB) to lead and scale our North American new logo sales team for SMBs (200–1000 employees). You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This is a hands-on, player-coach role. You will own the outbound engine, pipeline discipline, and forecast accuracy, coach on MEDDPICC and Challenger-style insights, and collaborate with Revenue Operations, Marketing, Product, and

Qualifications

• 3 to 5 years of experience as a sales leader managing B2B SaaS or fintech Account Executives.
• 5+ years of quota-carrying sales experience with a consistent record of attainment in a transactional or high-velocity environment.
• MEDDPICC certification, with hands-on ability to coach reps through each element on live deals.
• Executive presence and experience selling to CFOs, Controllers, or Accounting Managers.
• Proven success running teams on short sales cycles (30 to 60 days) with multiple closes per month.
• Working command of the full sales cycle, from prospecting and discovery through negotiation and close.
• Strong command of activity and velocity metrics: call volume, connect rate, demo completion, stage conversion, and cycle length.
• Hands-on experience with Salesforce and modern sales technology such as Salesloft or Outreach, Gong, and ZoomInfo.
• Ability and willingness to travel as needed for larger, more complex deals.
• Experience working effectively with Revenue Operations, Sales Development, and Product or Product Marketing leaders to improve sales results.
• AI fluency: You use generative AI, conversational intelligence, or CRM copilot tools in your own selling and management work, and you have trained a team to use them.

Responsibilities

• Lead and develop the SMB Account Executive team focused on new logo acquisition.
• Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability.
• Partner with People Operations to recruit, onboard, and ramp new AEs quickly.
• Build a culture of accountability, daily execution, and continuous development.

Skills

Sales leadership

Quota attainment

MEDDPICC

Executive presence

Full sales cycle

Sales enablement

AI fluency

Tools

Salesforce

Salesloft

Outreach

Gong

ZoomInfo

Job description

Emburse is seeking a Manager, Sales (SMB) to lead and scale our North American new logo sales team for SMBs (200–1000 employees). You will manage Account Executives who prospect outbound, run short sales cycles, and win over finance leaders across the U.S. and Canada.

This is a hands-on, player-coach role. You will own the outbound engine, pipeline discipline, and forecast accuracy, coach on MEDDPICC and Challenger-style insights, and collaborate with Revenue Operations, Marketing, Product, and