Manager, Sales - SMB

United States (West/Central)full timeOn Site

Apply on Employer Site

mid

H1B: no

Emburse Manager, Sales - SMB at Emburse leads and scales the North American new logo sales team for small and mid-sized businesses. The role includes managing Account Executives, coaching on sales techniques, and driving outbound prospecting and pipeline management.

Responsibilities

Lead and develop the team
Manage, coach, and develop a team of SMB Account Executives focused on new logo acquisition.
Run weekly 1:1s, call reviews, and skills sessions that build deal control, executive presence, and closing ability.
Partner with People Operations to recruit, onboard, and ramp new AEs quickly.
Build a culture of accountability, daily execution, and continuous development.
Run the full sales cycle with an outbound focus
Set and enforce a daily and weekly operating cadence for outbound prospecting, speed to lead, and pipeline progression.
Coach reps on multithreaded prospecting, discovery, and qualification using MEDDPICC.
Coach reps on Challenger-style insight selling that reframes how finance leaders think about spend, controls, and efficiency.
Inspect pipeline weekly, remove stalled deals, and deliver accurate weekly and monthly forecasts.
Run deal clinics on objection handling, procurement and contracting, and one- or two-call closes.
Sell to and coach for financial decision makers