Sales Manager, SMB

StartX; San Francisco (CA); Hybrid; USD 150,975 - 201,300; Full time

Benefits offered by this job

Competitive salary

Equity compensation

Medical, Dental and Vision

Retirement with Employer Match

Flexible PTO

16 paid holidays

Job summary

Swiftly in San Francisco is looking for a Sales Manager, SMB to lead the SMB Account Executive team specializing in public transit. This role involves team building, coaching, and developing a high-performing sales organization.

Ideal candidates will have over 7 years of B2B SaaS sales experience with strong coaching instincts and consultative sales skills. A mission-driven culture emphasizes growth and real-world impact beyond sales metrics.

Qualifications

• 7+ years of B2B SaaS sales experience, with at least 3 years in a frontline sales management role.
• Proven track record of leading teams to meet or exceed quota.
• Strong coaching instincts and consultative sales experience.

Responsibilities

• Lead a team of SMB Account Executives for new logo acquisition.
• Recruit, onboard, and develop a high-performing sales team.
• Foster a culture of continuous improvement across the team.

Skills

B2B SaaS sales

Team leadership

Coaching and development

Consultative selling

Sales forecasting

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Gong Engage

LinkedIn Sales Navigator

Job description

Company Description

Swiftly is on a mission to help cities move more efficiently. We are the leading transit data platform for agencies to share real-time passenger information, manage day-to-day operations, and improve service performance. Today, over 200 transit agencies in 12 countries – including LA Metro, MARTA, SEPTA, and MBTA – rely on Swiftly to improve on‑time performance by up to 40% and increase passenger information accuracy by up to 50%. The result is better service reliability, increased ridership, and more efficient transit operations.

Even though Swiftly's HQ office is located in San Francisco, CA, we are open to candidates in most locations across the U.S. as well as Ontario and British Columbia, Canada. At this time we are unable to provide Visa sponsorship.

About the Role

Swiftly is seeking an exceptional Sales Manager, SMB to lead and develop our SMB Account Executive team. This is a management role focused on building, coaching, and developing a high‑performing sales team — ideal for a sales leader who thrives on developing reps, driving accountability, and winning in the public‑sector transit market. We're in a period of growth and are building the go‑to‑market team that will define our next chapter. If you're passionate about developing talent, winning in a high‑velocity SMB sales environment, and making public transit better for millions of riders, we want to talk to you.

As Sales Manager, SMB, you will lead a team of 5 SMB Account Executives driving new logo acquisition with small and mid‑size transit agencies across North America. Your AEs build and manage territory plans, prospect a significant share of their own pipeline, run discovery calls and platform demos, build ROI‑driven business cases, and guide government agencies through procurement to close — typically on 3 to 8 month sales cycles involving multiple stakeholders and government procurement processes. You'll be responsible for hiring, onboarding, coaching, and developing these reps while setting the coaching rhythm, building pipeline strategy, and ensuring the team executes with discipline using the SPICED methodology. You'll also partner with Marketing, Product, and Customer Success to align on strategy and improve the buyer experience.

Sales at Swiftly

Our Sales team is responsible for introducing Swiftly's platform to transit agencies and helping them understand how our real‑time data, historical insights, and operational analytics can transform their service. We sell to government agencies with consultative sales cycles that require thorough discovery, strong relationships, and a genuine passion for improving public transit. Every deal matters — not just for revenue, but because each new agency means better service for the riders who depend on it.

To ensure we are making an impact throughout the sales process, we use a value‑driven sales methodology. Our GTM teams are trained on the SPICED methodology, which serves as a blueprint for achieving sales targets, and we expect our sales managers to coach and reinforce it across their teams.

What You'll Do

Team Leadership and Coaching

• Recruit, onboard, and develop a high‑performing team of SMB Account Executives.
• Establish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessions.
• Set clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainment.
• Foster a culture of learning, collaboration, and continuous improvement across the team.

Pipeline and Revenue

• Own the team's pipeline generation strategy, ensuring AEs prospect approximately 50 to 60% of their own pipeline through outbound calling, email campaigns, and tools such as LinkedIn.
• Drive disciplined territory planning and account prioritization across the SMB segment.
• Support AEs in navigating public‑sector deals with typical 3 to 8 month sales cycles, multiple stakeholders, and government procurement processes.
• Actively join AEs on discovery calls, demos, and business case development when needed.
• Maintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadership using Swiftly's forecast methodology.
• Achieve and exceed team revenue goals.

Process and Strategy

• Champion and enforce the SPICED sales methodology across the team.
• Coach the team on identifying and mitigating deal risk, partnering with leadership, internal partners, and executives as needed.
• Oversee Swiftly's responses to public solicitations within your team's territories, with the support of our internal procurement team.
• Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategy.
• Partner cross‑functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experience.
• Lead the adoption of AI‑assisted and modern sales workflows that improve prospecting efficiency and sales effectiveness.

What You Bring

• 7+ years of B2B SaaS sales experience, with at least 3 years in a frontline sales management role.
• Experience scaling an SMB sales team is a strong plus.
• Proven track record of leading teams to meet or exceed quota in a new‑logo sales environment.
• Strong coaching instincts — you develop reps, not just manage them.
• Experience with consultative sales cycles involving multiple stakeholders and procurement processes.
• Comfortable with government or public‑sector sales; transit industry experience is a plus but not required.
• Proficient with Salesforce, Gong Engage, ZoomInfo, LinkedIn Sales Navigator, and modern sales tools.
• Excellent communication skills — you can lead a team meeting, run a deal review, and present to executives with equal confidence.
• Willingness to travel for conferences, team events, and strategic customer meetings.

Pay Range

In accordance with pay transparency laws, the approximate salary ranges for this position are listed below. These ranges represent the anticipated low and high end of the salary. Actual salaries will vary based on final role leveling, relevant experience, and geographic location. Salary is one component of Swiftly's total compensation package, which also includes stock options, competitive benefits, 401(k)/RRSP matching, and other perks.

• US: $150,975 - $201,300 USD OTE
• Canada: $158,523 - $211,365 CAD OTE

Beyond the Skills

We are looking for candidates who are passionate about mobility, sustainability, or mission‑oriented projects that have a significant real‑world impact. Ideal candidates encompass the core values of our company:

• Team. Together, we are more effective and better supported
• Impact. Drive impact for our customers, our company, and all of our teams
• Diversity. See differing perspectives as ways to address our weaknesses and find new strengths
• Communication. Assume others internally and externally have good intentions
• Feedback. We share feedback because we want each other to grow professionally and personally
• Growth. Foster personal, professional, and company growth

Benefits

• Competitive salary
• Equity compensation for every employee
• Medical, Dental and Vision
• Retirement with Employer Match
• Flexible Spending Account (FSA)
• Home office setup reimbursement
• Monthly cell/internet reimbursement
• Monthly \"Be Well\" stipend
• Flexible PTO with a recommended minimum
• Flexible work environment
• 16 paid holidays, including holidays in months without US national holidays
• 12 fully paid weeks of leave for child birth/adoption

Travel note

Swiftly employees can generally expect to travel 1–2 times a year for in‑person company or team off‑sites. As a fully distributed company, we consider these off‑sites important for cultivating strong relationships across our teams! Attending these in‑person is expected and encouraged, although we understand everyone has different personal circumstances and we will consider requests for exceptions. Customer‑facing team members and other specific roles may be expected to travel more frequently.

Mission‑Driven Culture

We are a truly mission‑driven culture that is set to change the world of transit.

Equal Opportunity Employer

We are an equal opportunity employer - we are committed to a workplace that is as dynamic, diverse, and passionate as the communities we serve.

Because we work with public agencies, we participate in E‑Verify.