Sales Manager, SMB - AM

About G2 - Our People 

G2 was founded to create a place where people will love to work. We strive to create meaning in work and provide more than just a job: a true calling. At the heart of our community and culture are our people. Our global G2 team comes from a wide range of backgrounds and experiences, and that’s what makes our G2 community  strong and vibrant. We want everyone to bring their authentic selves to work, and we do this through our company and team events, our G2 Gives charitable initiatives, and our Employee Resource Groups (ERGs). 

Our employee-led, leadership-supported ERGs celebrate the diversity of our team, foster inclusivity and belonging, and create a space to connect to each other. Through connections and understanding, we build a stronger and more dynamic global team and help every person reach their personal peak.

We support our employees by offering generous benefits, such as flexible work, ample parental leave, and unlimited PTO. Click here to learn more about our benefits. 

About G2 - The Company

When you join G2, you join the global team behind the largest and most trusted software marketplace. Every month, close to 9 million people come to G2 to inform smarter software decisions based on honest peer reviews. Authenticity is our focus, and every day we help thousands of companies, and hundreds of employees, propel their potential. Ready for meaningful work that starts and ends with compassion and heart? You’ve come to the right place.

To learn more about G2: https://company.g2.com/about

To learn more about how we work with our customers: https://sell.g2.com/profiles

For an in-depth perspective of how we strategically work with our customers: https://view.g2.com/viewer/df9de9d3f32ce5b6323def811d0b7a66

About The Role:-

This is a leadership role where you will be leading a team of quota carrying SMB Account Managers (AMER) who are responsible for existing business in our Emerging Customer segment.  You will be responsible for driving positive gross and net retention goals in your region and segment while driving consistent growth and efficiency. The person in this role needs to be a natural problem solver and a mentor to their team which is working in one of our fastest growing segments selling G2 Marketing Solutions. You will need to own reporting, planning, deal operations  and forecast for your team. Since this team will be managing AMER customers out of India, this role will require you to work in US shifts and collaborate closely with your global counterparts. This role is expected to begin with a full-time, five-day workweek to support the team's initial ramp-up and training for 6 months. Once the team is fully operational, the position will transition to a hybrid work model. 

This is a leadership role and below is how your role will be split:

Process (20%)

• Drive adherence to processes and cadence from your team to achieve consistent results.
• Provide guidance on territory planning and review frequently to measure effectiveness.
• Be an adviser to your team on their deals and provide guidance on both strategic and tactical aspects to win a customer.
• Adapt and implement MEDDPICC methodology for deal reviews and health (while it’s preferable for the candidate to be aware of MEDDPICC, this is not a deal breaker).
• Drive forecast discipline week-on-week with your team on deals and goals Focus on forecasting accuracy.
• Drive discipline in organisational training and compliance across your team.
• Report forecast and performance of your team to your leader week-on-week.
• Drive adherence to  processes and cadence from your team.
• Drive executive engagement and sponsorship on high growth accounts.

Team Management (30%)

• Create a cadence to conduct frequent review of your team’s performance and their career growth. 
• Success will be measured by the performance of your teams on input metrics.
• Identify, action and/or provide advice on how to improve business input metrics that drive growth and improve end customer experience.
• Identify opportunity areas within your team and adapt mentorship based on the individuals you are managing.
• Drive a culture of camaraderie and competitiveness to build a healthy team.
• Drive discipline in organisational training and compliance across your team.
• Drive consistently in performance aligning to G2’s overall goals and roadmap.
• Focus on training and development for your team.

Sales (40%)

• Guide your team to have value-driven conversation with their customers to help them see value in G2’s solutions.
• Lead and involve executive engagement and sponsorship on high growth accounts.
• Maintain high gross and net retention rates with an aggressive focus on expansions.
• Drive the culture of self-sourced pipeline development within your team and measure it consistently.
• Help you team in deal management and negotiations.

Collaboration (10%)

• Build and maintain strong relationships with your peers and leaders from cross-functional teams to align on goals and objectives.
• Forecast your business to your leadership team accurately and identify areas of improvement.
• Work with cross-functional teams on projects and initiatives to help your customers, company and team.

Minimum Qualifications:

• 7+  yrs in B2B SaaS Sales and preferably an experience selling into global markets.
• 2+ years of experience in account management leadership.
• Entrepreneurial mindset with a true sales hunter approach.
• Extensive experience negotiating terms and closing contracts for business.
• Strategic thinker with strong storytelling skills and written communication.
• Proven ability to scale SMB sales operations and achieve revenue goals.
• Strong leadership, communication, and data-driven decision-making skills.
• Educational qualification: Graduate degree or higher.

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.