Senior Program Manager – AMER SMB Sales

Jobtailor; Ogden (UT); On-site; USD 150,000 - 190,000; Full time

Job summary

Jobtailor in Utah is seeking an experienced Head of SMB Sales to own Amer SMB revenue performance, including quota attainment, pipeline generation, and win rates. You will lead and develop 15–20 SMB Account Executives, establishing a disciplined operating rhythm across forecasting, deal reviews, and executive business updates.

The role requires expert coaching on prospecting, qualification, MEDDIC/MEDDPICC usage, and closing strategies.

Qualifications

• 15–20 SMB Account Executives managed, with proven leadership.
• Strong track record leading SaaS or technology sales orgs against revenue targets.
• Expert in sales forecasting, pipeline management, and deal strategy.
• Experience with MEDDIC/MEDDPICC and PLG or high-velocity sales.

Responsibilities

• Own Amer SMB revenue performance including quota attainment and win rate.
• Drive forecasting, pipeline reviews, deal inspections, and business reviews.
• Coach and develop frontline sales leaders and 15–20 SMB Account Executives.
• Ensure forecast accuracy and manage pipeline health, risk, and close planning.
• Lead executive and quarterly business reviews with cross-functional partners.

Skills

SaaS Sales Leadership

Sales Forecasting

Pipeline Management

Coaching and Development

Analytical Skills

Leadership

Communication

Accountability

Continuous Improvement

Sales Methodologies

Education

Bachelors degree in Business, Sales, Operations, or related field

Tools

Salesforce

Clari

Gong

Outreach

Power BI

Job description

• Own AMER SMB revenue performance, including quota attainment, pipeline generation, ACV, win rate, conversion, and overall sales productivity


• Lead and develop frontline sales leaders while overseeing approximately 15–20 SMB Account Executives


• Drive a disciplined sales operating rhythm through forecasting, pipeline reviews, deal inspections, performance reviews, and business reviews


• Ensure forecast accuracy through inspection of pipeline health, deal progression, risk management, and close planning


• Coach managers and sellers on prospecting, qualification, discovery, deal strategy, negotiation, and closing best practices


• Drive healthy pipeline generation with a focus on outbound and AE-generated opportunities


• Leverage MEDDIC, MEDDPICC, or similar methodologies to improve qualification, forecasting, and sales execution


• Establish performance expectations and accountability through coaching, development plans, and performance management


• Monitor KPIs including quota attainment, ACV, forecast accuracy, pipeline coverage, conversion rates, and sales productivity


• Analyze performance trends and translate data into actionable strategies that improve business results


• Partner with client stakeholders, Enablement, Operations, Marketing, Recruiting, and Customer Success teams to execute go-to-market priorities


• Lead executive business reviews, quarterly business reviews, forecasting updates, and performance reporting


• Foster a culture of ownership, coaching, continuous improvement, accountability, and high performance


• Perform other applicable duties as assigned

Requirements

• Proven experience leading SaaS or technology sales organizations


• Experience managing and developing Account Executives and/or frontline sales leaders


• Demonstrated success owning and delivering against revenue and quota targets


• Strong expertise in sales forecasting, pipeline management, deal strategy, and revenue performance


• Experience coaching teams through larger or more complex SMB opportunities


• Working knowledge of MEDDIC, MEDDPICC, or comparable sales methodologies


• Strong coaching, leadership, and performance management capabilities


• Excellent analytical skills with the ability to convert data into strategic business actions


• Strong executive presence and communication skills with experience partnering with senior client and internal stakeholders


• Experience in Product-Led Growth (PLG), sales-assisted, or high-velocity SaaS environments preferred


• Experience with Salesforce, Clari, Gong, Outreach, Pocus, Power BI, or similar sales technology platforms preferred


• Bachelor’s degree in Business, Sales, Operations, or a related field, or equivalent professional experience


• Other applicable criteria

Core Competencies

Demonstrates strong leadership in managing and developing sales teams, with a focus on revenue performance, quota attainment, and pipeline management. Proficient in utilizing sales methodologies like MEDDIC and MEDDPICC to drive effective sales strategies and improve forecasting accuracy.

Highest-signal resume keywords

• SaaS Sales Leadership


• Sales Forecasting


• Pipeline Management


• Coaching and Development


• Analytical Skills

ATS Optimization Keywords

Hard Skills

• Revenue Performance


• Quota Attainment


• Deal Strategy


• Sales Productivity


• Performance Management

Soft Skills

• Leadership


• Coaching


• Communication


• Accountability


• Continuous Improvement

Industry Keywords

• MEDDIC


• MEDDPICC


• Product-Led Growth


• SMB Sales


• Sales Methodologies

Tools & Technologies

• Salesforce


• Clari


• Gong


• Outreach


• Power BI