Workable is a leading provider of recruiting and HR software, trusted by over 30,000 organizations to hire more than 2.1 million candidates since 2012. Our mission is to help companies find and manage their most valuable asset: people. We offer a collaborative, fast-paced, and human-centric environment where you can make a significant impact on our growth and success.
As the US Sales Manager for SMB, you will play a pivotal role in driving new business bookings across the Americas. You will lead a high-performing sales team, coach and develop Account Executives, and optimize the sales pipeline to ensure consistent achievement of targets. This role is ideal for a sales leader who thrives in a transactional, high-volume environment and is passionate about building scalable sales processes and developing talent.
Key responsibilities include:
- Lead and manage a high-performing SMB sales team to consistently achieve new business bookings targets in the Americas.
- Coach and develop Account Executives through ongoing training, performance feedback, and field coaching to raise close rates and accelerate ramp times.
- Forecast, track, and optimize the SMB sales pipeline using CRM data; provide accurate monthly/quarterly forecasts to senior leadership.
- Drive end-to-end sales cycles for SMB prospects, including discovery, product demonstrations, negotiation, and deal closure.
- Collaborate cross-functionally with Marketing, Sales Enablement, Product, and Customer Success to align on GTM strategy, enablement resources, and post-sale handoffs for a smooth customer journey.
- Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs; own time-to-first-deal, time-to-quota, and ramp attainment; create a repeatable path for reps to graduate into the core AE team.
- Drive daily execution in a transactional, high-volume environment; coach reps on tight discovery, clear next steps, efficient deal cycles, and closing discipline; improve win rates and cycle times.
- Run weekly 1:1s, deal reviews, and pipeline inspections; identify underperformance early and take decisive action.
- Enforce CRM hygiene and pipeline integrity; use data to identify drop-off points, rep-level conversion issues, and coaching opportunities; partner with RevOps and Enablement to improve playbooks.
- Partner closely with the US Sales Director; own early-stage and ramped-down deals; provide clear signal on rep readiness for promotion.
