Own the SMB number
pipeline health, conversion rates, forecasting accuracy, and revenue delivery against a £2m target.
Player/coach from day one: cover deals when reps are out, join key calls, and model the behaviour you want to see.
Build and maintain best-in-class SMB playbooks, KPIs, and processes
including pipeline development, forecasting, enablement, and performance management.
Hire well and ramp fast
plan for +1–2 AEs in Sep/Oct and own the full hiring and onboarding process.
Lead with kindness, not niceness
have the hard conversations early, hold the bar, and protect the culture of the team.
Work cross-functionally with marketing, partnerships, and outbound to ensure the top of funnel is healthy and the hand-offs are tight.
Coach reps individually: weekly 1:1s, pipeline reviews, call coaching, and clear development plans tied to quota attainment.

At least 1 year of sales management experience, with direct responsibility for quota-carrying reps.
Proven track record selling and scaling in the SMB segment (£10k–£50k ACV).
Comfortable as a player/coach
not just managing from a dashboard, but in the work.
Strong process builder: you've created or meaningfully improved a sales playbook, not just followed one.
2+ years of management experience, ideally at a SaaS or HR-tech company.
Several years at a single org
depth of experience in one GTM motion over job-hopping.
Experience hiring, onboarding, and ramping AEs in a fast-growth environment.
Familiarity with background screening, compliance, or HR-tech buying cycles.

SMB Sales Manager

Key skills