Senior SMB Sales Manager - Lead & Coach High-Velocity AEs

Fullbay, Inc.; Phoenix (AZ); On-site; USD 120,000 - 180,000; Full time

Job summary

Fullbay, Inc. is seeking an SMB Sales Manager to lead the Small and Medium-Sized Business Account Executive team, including SMB AE I, SMB AE II, and Senior SMB AE. You’ll direct hiring, coaching, quota setting, and forecast accuracy in a fast-moving B2B SaaS environment.

You’ll partner with RevOps, BDR leadership, and Sales Enablement to ensure pipeline health, accurate forecasts, and effective go-to-market strategies, while maintaining confidential, compliant operations.

Qualifications

• High School Diploma or GED; Bachelor’s Degree or military service preferred.
• 5+ years of B2B SaaS sales experience, including high-velocity, high-volume sales.
• Prior experience leading, coaching, or formally managing a sales team preferred.
• Experience with a CRM (Salesforce required) and standard sales tools (ChiliPiper, Zoom, G-Suite, Slack).

Responsibilities

• Own team-level quota attainment tied to ARR across the SMB AE roster, including territory assignment.
• Conduct regular one-on-one coaching with each AE, covering pipeline strategy, call/demo quality, deal review, and skill development.
• Coach Account Executives on self-sourced pipeline generation and outbound prospecting.
• Review and approve pricing and deal structures outside standard guardrails.
• Partner with BDR leadership on overflow lead handoffs, standards, and feedback loops.
• Own team-level pipeline health and forecast accuracy; roll up forecasts to leadership.
• Lead recruiting, hiring, and onboarding for open SMB AE roles and ramp plans.
• Conduct performance management including reviews and improvement plans.
• Identify skill gaps and coordinate training and enablement resources.
• Monitor KPI activity and intervene when performance trends falter.
• Collaborate with Sales Enablement, Product, and Marketing on materials and messaging.
• Champion process improvements and keep Salesforce/forecasting tools accurate.
• Prepare and present team performance updates and pipeline reviews.
• Maintain headcount, territory, and quota documentation.
• Support compensation plan administration and commission accuracy.
• Adhere to confidentiality and compliance; perform other duties.

Skills

Coaching & people-development

Forecasting & pipeline management

Sales leadership

B2B SaaS sales

Outbound prospecting

Quota-setting & territory design

Education

Bachelor’s Degree

High School Diploma or GED

Tools

Salesforce

ChiliPiper

Zoom

G‑Suite

Slack

Job description

Fullbay, Inc. is seeking an SMB Sales Manager to lead the Small and Medium-Sized Business Account Executive team, including SMB AE I, SMB AE II, and Senior SMB AE. You’ll direct hiring, coaching, quota setting, and forecast accuracy in a fast-moving B2B SaaS environment.

You’ll partner with RevOps, BDR leadership, and Sales Enablement to ensure pipeline health, accurate forecasts, and effective go-to-market strategies, while maintaining confidential, compliant operations.