SMB Sales Manager

The SMB Sales Manager at Pilot is responsible for achieving quarterly sales goals, managing a team of 6-8 Account Executives, and ensuring their professional growth through effective coaching. This role requires oversight in hiring, motivating the team, and managing their daily performance against established KPIs. Collaborating cross-functionally with various departments to articulate customer feedback and contribute to strategic market initiatives is also a significant part of the job.

To be considered for the SMB Sales Manager role at Pilot, candidates should have a minimum of 2 years of sales management experience, ideally within the fintech or financial services sectors. A proven track record of creating successful sales pipelines and achieving quotas is essential. Applicants should also possess strong organizational skills, excellent communication abilities, and familiarity with Salesforce.

Pilot takes the professional development of its SMB Sales Managers seriously. The company focuses on providing comprehensive support, including coaching frameworks, performance reviews, and career progression plans. The role encourages continuous learning and offers opportunities for team members to develop their skills in a supportive environment, ensuring they are prepared for their next career steps.

For the SMB Sales Manager position at Pilot, the on-target earnings (OTE) range is between $147,000 and $188,000, depending on experience and individual contributions. The base salary constitutes approximately 60% of the OTE, providing ample opportunity for additional earnings through performance incentives, alongside attractive equity and benefits packages.

Pilot stands out with its unique blend of software and dedicated finance experts, making it a leader in modern bookkeeping and financial services. The company has rapidly gained a customer base and substantial funding, creating an exciting, fast-paced work environment. Additionally, their commitment to employee well-being, flexible vacation policies, and competitive benefits make Pilot a desirable employer for SMB Sales Managers who want to impact the future of financial services.

In approaching team management as an SMB Sales Manager, it’s key to establish clear performance metrics and regularly communicate goals and expectations. It is also critical to provide continuous feedback and opportunities for coaching. Encourage open discussions and foster a team atmosphere where members feel supported in their professional growth, ultimately leading to a high-performing sales team.

When describing your experience with creating and managing a sales pipeline, emphasize specific strategies you've used to identify prospects, qualify leads, and close deals. Highlight your ability to leverage tools like Salesforce for tracking progress and how you have adapted pipeline management strategies based on analytical insights to enhance effectiveness.

To motivate my sales team, I focus on recognizing individual and team accomplishments regularly. I implement incentive programs, offer professional development opportunities, and maintain open lines of communication to understand and address any challenges that may hinder their performance. Creating a collaborative culture and encouraging personal growth inspires teams to exceed their goals.

When addressing underperformance in my sales team, I take a direct but supportive approach. I'd start with a one-on-one conversation to understand the root causes, offering constructive feedback and support. Developing a tailored action plan with clear expectations helps employees get back on track, while continuous follow-up ensures accountability and progress.

Cross-functional collaboration is crucial in the SMB Sales Manager role. I have collaborated with marketing to align campaigns with sales objectives and have worked alongside product teams to relay customer feedback that helps shape service offerings. Highlight successful projects where your input led to enhanced sales strategies or product developments.

Prioritizing tasks and managing time effectively is about understanding urgency versus importance. I typically create a daily or weekly to-do list, focusing on tasks that align with overarching sales goals. Utilizing project management tools helps streamline processes and allows for reassessment of priorities as business needs shift.

In a previous role, I implemented a data-driven sales strategy that involved thorough market research to identify untapped segments. By developing customized approaches for distinct customer categories, my team achieved significant pipeline growth and closure rates, which can be attributed to tailored outreach and enhanced customer engagement.

Customer feedback plays a vital role as it provides insights into client needs and pain points. I incorporate this feedback during the sales process to refine our pitch, tailor offerings, and identify areas for improvement. By actively listening to customers, I build stronger relationships and enhance overall customer satisfaction.

To keep my sales team informed about product changes, I establish a regular communication rhythm, including meetings and updates. I also collaborate closely with product teams and encourage them to share testing updates or changes with my team as soon as they arise, ensuring that our sales pitches are aligned with the latest offerings.

Essential traits for an SMB Sales Manager include strong leadership, excellent communication, and adaptability. The ability to inspire and motivate a sales team is crucial, as well as the capacity to analyze market trends and adjust strategies accordingly. Fostering teamwork and maintaining a positive work environment also play key roles in driving success.