Sales Manager - US SMB Job ID: 415046

Zoca; Idaho; On-site; USD 150,000 - 210,000; Full time

Job summary

Zoca is seeking a high-impact Sales Manager to lead and scale its North American B2B SaaS sales team focused on SMBs. You will own team performance across the full sales funnel, coach SDRs & AEs on closing AI solutions, and partner with GTM, Marketing, and Customer Success to drive revenue outcomes.

This leadership role requires experience with high-velocity SMB sales cycles and building a team around a value-based selling culture that accelerates growth for Voice AI, Front Desk AI, and Agentic

Qualifications

• AI/Voice AI domain experience selling or managing sales motions.
• Leadership experience managing B2B SaaS Account Executives in NA market.
• Proven top-quartile closing history in SMB cycles.

Responsibilities

• Lead and scale a high-performing B2B SaaS sales team focused on North American SMB.
• Govern MOFU/BOFU pipeline and optimize conversion from meetings to deals.
• Coach AEs on value-based demos, discovery, negotiation, and closing.

Skills

AI/Voice AI

Leadership

Closing excellence

Deal strategy

CRM mastery

Communication

Process improvement

Bachelor’s degree

Education

Bachelor's degree in business/marketing or related

Tools

Salesforce

Revenue forecasting tools

Job description

About Zoca

Zoca is a fast-growing AI-powered platform built for local and multi-location businesses — helpingsalons, spas, restaurants, and retail brands manage their teams, customers, and growth all in oneplace. Through intelligent agents handling bookings, content, loyalty, and customer success, we'rebuilding the unified context layer that runs every workflow the business owner already relies on.

About the Role

We are looking for a high-impact Sales Manager to lead and scale our B2B SaaS sales team focused on the North American SMB market. In this role, you will own team performance acrossthe full sales funnel, coach SDRs & AEs on closing cutting-edge AI solutions, and partner closely with GTM,Marketing, and Customer Success to drive consistent revenue outcomes.

This is a leadership role for someone who understands high-velocity SMB sales cycles, and is ready to build a team around a value-based selling culture.

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, specializing in cutting-edge AI solutions.

• Pipeline & Funnel Governance: Drive team performance across the middle and bottom of the funnel (MOFU/BOFU), ensuring high conversion rates from BDR-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 for Voice AI, Front Desk AI, and Agentic AI offerings.

• Cross-Functional Collaboration: Partner closely with GTM Managers, Marketing, and Customer Success to optimize inbound/outbound lead handoffs from BDRs, 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 Agentic AI 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 the profound ROI of AI-driven automation products 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 high-value customer discussions to ensure long‑term trust and alignment.

Requirements

• AI & Tech Domain Expertise: Proven background or deep familiarity selling/managing sales motions for Voice AI, Front Desk AI, or Agentic AI products/platforms.

• 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 fast-paced SMB closing cycles (averaging 3–5 business days), value pricing, and high-velocity deal 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.