US Sales Manager, SMB

Workable is an all-in-one HR platform trusted by over 31,000 businesses worldwide. We combine the world's most widely used Applicant Tracking System with a full HR suite giving companies everything they need to hire great people and help them thrive.

We're a team that cares about doing things well and about the people we do it with.

As the US Sales Manager for SMB, you will play a pivotal role in driving new business bookings across the Americas. You will lead a high-performing sales team, coach and develop Account Executives, and optimize the sales pipeline to ensure consistent achievement of targets. This role is ideal for a sales leader who thrives in a transactional, high-volume environment and is passionate about building scalable sales processes and developing talent.

Key responsibilities include:

• Lead and manage a high-performing SMB sales team to consistently achieve new business bookings targets in the Americas.
• Coach and develop Account Executives through ongoing training, performance feedback, and field coaching to raise close rates and accelerate ramp times.
• Forecast, track, and optimize the SMB sales pipeline using CRM data; provide accurate monthly/quarterly forecasts to senior leadership.
• Drive end-to-end sales cycles for SMB prospects, including discovery, product demonstrations, negotiation, and deal closure.
• Collaborate cross-functionally with Marketing, Sales Enablement, Product, and Customer Success to align on GTM strategy, enablement resources, and post-sale handoffs for a smooth customer journey.
• Build, onboard, and manage a pod of Junior AEs and newly hired SMB AEs; own time-to-first-deal, time-to-quota, and ramp attainment; create a repeatable path for reps to graduate into the core AE team.
• Drive daily execution in a transactional, high-volume environment; coach reps on tight discovery, clear next steps, efficient deal cycles, and closing discipline; improve win rates and cycle times.
• Run weekly 1:1s, deal reviews, and pipeline inspections; identify underperformance early and take decisive action.
• Enforce CRM hygiene and pipeline integrity; use data to identify drop-off points, rep-level conversion issues, and coaching opportunities; partner with RevOps and Enablement to improve playbooks.
• Partner closely with the US Sales Director; own early-stage and ramped-down deals; provide clear signal on rep readiness for promotion.