SMB Sales Manager
Goodshuffle
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Job summary
Goodshuffle is seeking a SMB Sales Manager in Washington, DC to scale the sales engine and lead the end-to-end BDR function, strengthening outbound motion and career paths from BDR to AE.
You will forecast reliably, identify risks early, and improve processes with a systems-driven approach, coaching, and performance management. The role emphasizes data, playbooks, and measurable growth.
Qualifications
- Proven builder: led two distinct examples of building or scaling an SDR/BDR function.
- Systems-oriented: embraces clear standards, playbooks, data, and coaching rhythms.
- Disciplined: maintains a consistent standard and communicates forecast needs clearly.
- Decisive: makes timely, evidence-based hiring, performance, and promotion decisions.
- Discerning: identifies the core problem in a rep’s performance.
- Curious: willing to dive into the events industry and learn rapidly.
Responsibilities
- Own the end-to-end BDR function and strengthen outbound motion; create a clear path from BDR to AE.
- Provide leadership with a transparent funnel view, identify risks, and recommend next steps to protect revenue.
- Scale the existing sales methodology, data, and playbooks toward greater consistency and measurability.
- Build a high-performing team with ramped reps hitting quota and reliable forecasts.
- Use data-driven coaching and CRM standards to improve performance and accountability.
Skills
Tools
Job description
We’re an exciting mix of events and technology professionals from all different backgrounds, with a common goal of empowering event professionals and their businesses.
We encourage applicants of every race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status, and are committed to an environment of equity and inclusion.
Washington, DC
Have you ever been to a wedding and really noticed everything in the space? The flowers, tables, lighting, and dance floor didn't just appear - dozens of vendors worked behind the scenes to create that magic.
The events industry Goodshuffle powers runs on passion and determination. These small businesses have managed operations with spreadsheets at best, memory at worst. We believe they deserve tools that match their dedication to creating life's most memorable moments.
Our mission: bring joy to the business of events.You’ll take Goodshuffle’s growth goals and turn them into clear expectations, scalable systems, and strong execution across the sales team. Your value will come from building the people, playbooks, and operating rhythms that make strong performance repeatable.
A major part of the role is owning the BDR function end to end. You’ll strengthen the outbound motion, hire and develop the people responsible for running it, create a meaningful path from BDR to AE, and address performance directly when someone is not meeting the bar.
You’ll also give leadership a clear and honest view of the funnel. That means identifying problems before they affect revenue, building a forecast based on what is actually happening in the pipeline, and bringing forward both the risk and your recommendation for what we should do next.
Goodshuffle has a strong inbound foundation and an outbound motion that is still taking shape. You’ll inherit an established sales methodology, meaningful call and performance data, and early playbooks that need to become more consistent, measurable, and scalable.
Success looks like a sales organization that becomes more consistent and capable as it grows: more fully ramped reps hitting quota, more reliable forecasts, a healthier outbound pipeline, and enough strength on the bench that one departure does not stall progress.
- Build the outbound BDR motion into a consistent source of AE-accepted, DRIVE-qualified opportunities.
- Use call data, conversion performance, and AE feedback to improve targeting, messaging, coaching, and handoff quality.
- Hold the team accountable to both activity and outcomes without confusing more volume with better performance.
- Maintain a strong hiring pipeline for future BDR openings.
- Develop BDRs toward clear AE promotion standards and make advancement decisions based on demonstrated readiness.
- Address underperformance early, coach directly, and make timely decisions when improvement does not happen.
- Monitor rep performance against meaningful expectations and identify risk early enough to intervene.
- Build and defend the forecast through deal-by-deal inspection—not rep optimism.
- Own the standards and accountability that keep CRM data and DRIVE documentation reliable.
- Use AI and automation to improve outbound quality, coaching, call analysis, and CRM workflows.
- Look for ways to increase productivity and pipeline coverage without treating additional headcount as the first answer.
- Build meaningful expertise in the event rental industry and the customers Goodshuffle serves.
- Translate customer, competitive, and vertical insight into practical coaching that improves how the team sells.
Proven builder: You have led at least two distinct examples of building, rebuilding, or meaningfully scaling an SDR or BDR function.
Systems-oriented: You reach for clear standards, playbooks, data, and coaching rhythms rather than relying on personal heroics.
Disciplined: You hold the team to a consistent standard and communicate the forecast leadership needs to hear—even when it is not the number anyone wants.
Decisive: You make timely, evidence-based decisions about hiring, performance, promotion, and termination.
Discerning: You can diagnose the most important problem in a rep’s performance rather than trying to fix everything at once.
Curious: You are prepared to become a student of the events industry and go deeper than surface-level product knowledge.
- Bilingual fluency; English and Spanish is strongly preferred, and English and French is also a plus.
- HubSpot administration or strong CRM data fluency.
- Experience managing a quota-carrying team of five or more reps.
- A vertical SaaS or SMB sales-management background.
- A track record of successfully developing and promoting reps internally.
- Want to be the top individual seller rather than build the system underneath the team.
- Prefer inheriting a mature playbook to building and improving one.
- Tend to delay difficult conversations about performance.
- Prefer managing from dashboards rather than staying close to calls, reps, and individual deals.
- Want strategic ownership without the operational responsibility that comes with it.
OTE: $150,000–$180,000
Base salary: $100,000–$120,000
The remainder will be variable compensation tied to team performance, outbound pipeline, forecast accuracy, and successful talent development.
The final offer will be determined by experience and internal leveling.
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