Sales Manager, SMB & Mid-market

Description

Riverside.fm empowers global enterprises across industries to record podcasts and video interviews remotely in studio-quality. Since launching, we have experienced rapid growth and are already trusted by customers such as Spotify, NYT, LinkedIn and Verizon Media.

As a Sales Manager overseeing our SMB/Mid-Market Account Executive team, you will play a key role in driving revenue growth by managing and developing a team of high-performing Account Executives. Your team will be responsible for managing inbound leads, attending outbound meetings set by our BD team, and guiding prospective clients through the entire sales cycle. In this role, you will mentor your team to engage in both executive-level and technical conversations, navigate the buyer journey, and lead both short single-stakeholder deals and complex multi-party sales in a highly consultative manner. You will support them in closing these deals to drive overall team success.

What will your day-to-day look like?

• Lead, mentor, and develop a high-performing team of SMB/Mid-market Account Executives to exceed revenue targets.
• Manage and optimize the sales process, from inbound lead handling to outbound opportunities and deal closure.
• Work closely with your team to refine sales strategies, ensuring they can navigate both quick single-stakeholder deals and longer, multi-party sales.
• Provide guidance and support in managing the full sales cycle, from initial engagement to onboarding new clients.
• Collaborate cross-functionally with marketing, product, and BD teams to ensure alignment on goals and customer satisfaction.
• Analyze performance metrics and adjust strategies to improve team efficiency and sales outcomes.
• Build and maintain strong internal and external relationships, serving as a point of escalation when necessary.

Requirements

What You Bring to the Table:

• 2+ years of experience managing sales teams, ideally in the SMB/Mid-market sector.
• Experience in SaaS or tech-based sales.
• Proven track record of meeting or exceeding sales targets.
• Strong leadership skills, with experience coaching and developing sales professionals.
• Ability to engage in consultative, high-level conversations with both technical and executive stakeholders.
• Proficiency with CRM tools and experience using data to guide decision-making.
• Deep understanding of the sales process and the unique challenges of SMB and Mid-market sales.
• Familiarity with account-based sales strategies and consultative selling techniques.