Manager, SMB Sales

Job description

**✨ Where do we hire from? Find out more about** [**hiring at TestGorilla**](https://docs.google.com/document/d/1bzBZ38P6zt02s96S9OsF8MnM1tq1JccB-g75gcnKpPw/edit?tab=t.0#heading=h.23vo05wraivn). Hi there, I'm **Megan Bourdages, VP Sales** at TestGorilla. We’re excited to share more about the **Manager, SMB Sales** role and our team. # **About TestGorilla** At TestGorilla, we’re on a mission to place 1 billion people in their dream jobs. To democratize opportunity, we are building the world’s leading skills-based hiring, talent discovery platform - one that replaces reliance on resumes with scientific validation of what people can truly do. Founded as a 100% remote company 6 years ago, our global team is united by high standards, a lot of heart, and a relentless drive to conquer new technological frontiers. We are AI-fluent builders who care deeply about replacing bias with fairness. After empowering thousands of companies to hire smarter and faster, we are now unlocking the next phase of our scale-up journey - where you’ll play an instrumental role in creating a world where skills matter most! # **About the role** We’re looking for a hands-on Sales Manager to lead a dynamic team of 6–8 SMB Account Executives, who own the full sales cycle from the initial outreach to close. You’ll own the SMB number, build a high-performance culture where the best sellers thrive. This is a **true player-coach role**: the antithesis of a hands-off, dashboard-only manager job! You’ll be on calls with your team every day, jumping in to help them close, modelling the behaviours and standards you expect, and turning every deal into a coaching moment. When a deal is stuck, you get on the call. When a rep is struggling with a stage, you show them how it's done. You don't wait for things to go wrong - you're out ahead of it, making your team and the company better. You'll use Gong and HubSpot deeply to inspect pipeline, coach reps, and continuously raise the bar. If you love being in the trenches with reps, getting on live calls, and showing people exactly how to close, this role is the one for you. # **Responsibilities** - Lead a global team of 6-8 SMB Account Executives, owning their ramp, performance, career growth, and creating a team culture people want to be part of and recommend to others. - Carry the team SMB quota, owning forecasting, pipeline health, and weekly, monthly, and quarterly results, using HubSpot deeply for pipeline inspection, sequence performance, and reporting. - Run high-impact 1:1s, deal reviews, and pipeline reviews focused on specific behaviors, using Gong daily to identify coaching opportunities, codify what great looks like, and accelerate ramp. - Be on a high-volume of live sales calls every week, joining discoveries, demos, and negotiations to support reps, model best practices, and step in to close when it matters. - Think and deliver in an AI-first way, using tools like Claude and n8n to reduce admin, improve rep performance, and help the team adopt AI effectively. - Build, maintain, and continuously improve the SMB sales playbook, including discovery frameworks, demo structure, objection handling, and closing motions. - Partner with VP Sales, Marketing, GTM Operations, and Customer Success to drive consistent SMB pipeline and customer outcomes, train the team, and surface front-line insights back to Product and Leadership. # **What you’ll bring** We're looking for someone who: - Is passionate about TestGorilla's mission to help one billion people find their dream jobs. - Has strong written and verbal communication skills in English. - Thrives in a non-corporate, async-first, remote environment. - Has experience managing SMB SaaS sales teams with a clear track record of hitting and exceeding quota, and a background as a top-performing closer before moving into management. - Is a genuine player-coach: you actively want to be on live calls, jump into deals, and demonstrate how to close. - Operates in a high-accountability environment: holding high standards for themselves and their team. - Has deep, hands-on proficiency with Gong and HubSpot, including pipeline management, forecasting, deal stage discipline, call coaching, and reporting. - Has strong coaching skills and a repeatable framework for developing reps with radical candor, plus experience hiring and ramping SMB closers in a high-velocity environment. - Is very comfortable using AI tools, including Claude and n8n, and keen to help the team adopt them effectively. While we hire for skills over specific years of experience, we would generally expect that someone with the above skills has 3-5 years of Sales management experience. This is *not* a first-time manager role! We seek diversity and encourage applications from everyone. Studies show that women and underrepresented groups can be hesitant to apply unless they meet every requirement. If you're interested in this role but your experience doesn't perfectly match the description, please still apply. # **Bonus skills** While this isn’t a requirement, we’d be very interested to hear from you if you have experience: - Selling and managing teams in HR tech, ATS, recruitment, talent assessment, or recruiting software. - Leading SMB teams in a product-led, PLG-influenced, or self-serve-to-sales motion. # **What’s in it for you?** Please note: Some specifics, particularly around leave, may vary depending on your country of residence. This will be discussed during the hiring process. - **Global Team:** Join a fully remote, mission-driven team from around the world - **Competitive compensation:** Receive competitive pay (Total OTE of €120,000-€151,000 on a 50/50 base/variable split) and Share Appreciation Rights (SARs) - **Remote & flexible work:** Work from almost anywhere\*. Enjoy flexible hours and asynchronous work to balance work and life. \* *Check out the Countries we currently hire from* [*here*](https://testgorilla-1680540968.teamtailor.com/pages/hiring-at) - **Remote work budget:** €1,000 available each year or up to €2,000 from day 1 if you're buying a laptop! - **Growth & development:** Invest in yourself and your career with a 3.5% L&D budget and clear growth opportunities - **Parent/Caregiver support:** We provide a caregiver-friendly work environment with paid 8-16 week parental leave and tailored return-to-work approaches - **Work-life balance:** Our unlimited and flexible time off policy empowers you to take the time you need to recharge and maintain your well-being # **Interested?** At TestGorilla, we believe your skills speak louder than your resume. That's why we champion a skills-first approach, using cutting-edge, AI-powered assessments to uncover your true skills and experience match. When you apply, you'll get to experience our platform firsthand by taking an assessment – it's your invitation to shine and show us what you can do! While our platform is powered by AI, every hiring decision is made by humans, ensuring an unbiased process. Check out our [**Applicant Privacy document**](https://docs.google.com/document/d/1-9ao3Njzsdjm_jzrExZzPRVGgBdW3C_GP3B900p6RwE/edit?tab=t.0#heading=h.ugpmkqqdtysl) to see how we protect your data. We look forward to hearing from you! TestGorilla is committed to building a diverse and inclusive workplace. We believe that diverse teams are stronger teams, and we encourage applications from people of all backgrounds. We understand that some candidates may experience test anxiety, and we want to assure you that accommodations are available and can be requested prior to sitting our assessments. Your request will not negatively impact your application, as we do not factor this into our review process.