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About the Role

The SMB Sales Manager is a hands-on sales leadership role responsible for leading a team of Account Executives serving the small and medium-sized business market. This individual will be accountable for team performance against revenue and conversion targets while building a culture of high accountability, continuous coaching, and measurable improvement. The role involves day-to-day sales team operations, including pipeline and forecast management, performance management, training, and hiring, as well as evolving the sales organization through process improvements and AI integration.

Responsibilities

Lead and develop a team of Account Executives, establishing clear expectations, standards, and operating rhythms.
Drive the team toward revenue, unit, conversion, and other sales targets.
Monitor team and individual performance, identifying risks and opportunities early.
Build a culture of accountability, recognition, continuous improvement, and high performance.
Establish team scorecards and performance routines that make results visible and actionable.
Conduct regular 1:1s, call reviews, and deal reviews with team members.
Use data and observed behaviours to identify coaching opportunities and drive measurable improvements.
Develop individualized coaching plans and development priorities.
Identify team-wide skill gaps and lead ongoing training and development.
Recognize high performers while addressing sustained under-performance directly and constructively.
Own the team's pipeline management and forecasting discipline.
Regularly inspect pipeline quality, stage accuracy, next steps, and deal aging.
Deliver accurate weekly and monthly forecasts with clear visibility into risks and opportunities.
Maintain strong CRM discipline and data quality.
Use performance data to identify trends and inform sales strategy.
Own the day-to-day execution of the sales process.
Identify bottlenecks and opportunities for improvement using data and frontline observations.
Partner with cross-functional stakeholders to test and implement process improvements.
Help ensure changes to products, pricing, processes, and sales practices are effectively adopted by the team.
Make AI a practical part of the team's everyday sales workflow.
Encourage the use of AI for prospect research, call preparation, follow-up, CRM administration, and other sales activities.
Leverage AI-powered call analysis and other tools to support coaching and identify trends across the team's activity.
Test new tools and workflows, measure their effectiveness, and scale what works.
Partner with senior leadership and People/Talent teams to hire high-calibre sales professionals.
Participate in structured interviews and maintain a high hiring bar.
Support onboarding and establish clear 30/60/90-day ramp plans.
Monitor new-hire progress and help accelerate time to productivity.
Work closely with Marketing, Operations, Customer Success, Product, and other teams to improve the customer and sales experience.
Bring frontline insights, win/loss themes, and customer feedback to cross-functional partners.
Help identify and resolve issues that impact conversion, customer experience, and revenue performance.
Ensure strong hand-offs between Sales and downstream teams.

Requirements

3+ years of experience leading a quota-carrying sales team, ideally within SaaS or another high-velocity sales environment.
Proven experience managing and coaching Account Executives or similar customer-facing sales professionals.
Demonstrated ability to improve team and individual sales performance through structured coaching and accountability.
Strong understanding of sales metrics, pipeline management, forecasting, and CRM discipline.
Experience with performance management, including setting clear expectations and addressing under-performance.
Experience hiring, onboarding, and ramping sales professionals.
Strong analytical skills and the ability to translate sales data into practical actions.
Excellent communication skills, with the ability to be direct, clear, empathetic, and constructive.
Strong cross-functional collaboration skills.
A customer-first, consultative approach to sales leadership.
Comfort operating in a fast-paced environment where priorities, products, pricing, and processes can evolve.
A hands-on leadership style with the ability to balance day-to-day execution with longer-term thinking.
Genuine interest in AI and emerging sales technologies, with the ability to translate new tools into practical improvements for a sales team.

Skills

Sales Leadership
Team Performance Management
Coaching and Development
Pipeline Management
Forecasting
CRM Discipline
Sales Process Improvement
AI Integration in Sales
Hiring and Onboarding
Cross-Functional Collaboration
Data Analysis
Communication Skills
Customer-First Approach
Consultative Sales

Location

Remote

Work Type

Full-time

Experience Level

Management
Leadership

Education Level

Degree or diploma in business or a related field, or equivalent professional experience.

Salary/Compensations

CAD $100,000-110,000 base salary
Significant performance-based bonus

Benefits

Extended health and dental benefits
Generous paid time off
Professional growth and development
Fantastic company culture

About the Company

Our client is a growing SaaS company with an established presence in its market and an ambitious growth trajectory.
The organization is building a high-performing, customer-focused team and is looking for leaders who are energized by growth, accountability, continuous improvement, and the opportunity to shape how a modern sales organization operates.
This is an opportunity to join a collaborative, evolving business where strong leadership, data-driven decision-making, and practical innovation are valued.

Equal Opportunity

Talent Edge and our client are equal opportunity employers.
We celebrate diversity and are committed to creating an inclusive environment for all employees and candidates.
If you require any accommodations during the application or interview process, please let us know at hello@talent-edge.ca.