Sales Manager, SMB

Swiftly, Inc. is on a mission to help cities move more efficiently through their leading transit data platform. They are seeking a Sales Manager, SMB to lead and develop their SMB Account Executive team, focusing on building a high-performing sales team and driving new logo acquisition with small and mid-size transit agencies across North America.

Responsibilities:

• Recruit, onboard, and develop a high-performing team of SMB Account Executives
• Establish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessions
• Set clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainment
• Foster a culture of learning, collaboration, and continuous improvement across the team
• Own the team's pipeline generation strategy, ensuring AEs prospect approximately 50 to 60% of their own pipeline through outbound calling, email campaigns, and tools such as LinkedIn
• Drive disciplined territory planning and account prioritization across the SMB segment
• Support AEs in navigating public-sector deals with typical 3 to 8 month sales cycles, multiple stakeholders, and government procurement processes
• Actively join AEs on discovery calls, demos, and business case development when needed
• Maintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadership using Swiftly's forecast methodology
• Achieve and exceed team revenue goals
• Champion and enforce the SPICED sales methodology across the team
• Coach the team on identifying and mitigating deal risk, partnering with leadership, internal partners, and executives as needed
• Oversee Swiftly's responses to public solicitations within your team's territories, with the support of our internal procurement team
• Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategy
• Partner cross-functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experience
• Lead the adoption of AI-assisted and modern sales workflows that improve prospecting efficiency and sales effectiveness

Requirements:

• 7+ years of B2B SaaS sales experience, with at least 3 years in a frontline sales management role
• Experience scaling an SMB sales team is a strong plus
• Proven track record of leading teams to meet or exceed quota in a new-logo sales environment
• Strong coaching instincts — you develop reps, not just manage them
• Experience with consultative sales cycles involving multiple stakeholders and procurement processes
• Comfortable with government or public-sector sales; transit industry experience is a plus but not required
• Proficient with Salesforce, Gong Engage, ZoomInfo, LinkedIn Sales Navigator, and modern sales tools
• Excellent communication skills — you can lead a team meeting, run a deal review, and present to executives with equal confidence
• Willingness to travel for conferences, team events, and strategic customer meetings