SMB Sales Manager

Envoy protects the places the world relies on most by unifying people, spaces, and communications in one secure, integrated workplace management platform and ecosystem. More than 16,000 workplaces around the world trust Envoy to run secure, compliant, and connected operations across every location.

From manufacturing sites and data centers to pharmaceutical labs, healthcare facilities, and corporate headquarters, Envoy makes safety, security and associated regulatory compliance something our customers can be proud of. The industry is littered with box-checking and arcane manual processes as the standard and we see our role as the company to bring experience, efficiency and simplicity everywhere. Great experiences bring great security – it's a requirement. We hope this problem space excites you and we hope you're ready to come sweat the details with us – we have a lot of customers counting on us! And it certainly won't be easy.

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Envoy is hiring an SMB Sales Manager to lead a team of [8] SMB Account Executives in [Denver / San Francisco]. You will report to the Director of SMB Sales and partner with a peer SMB manager covering the other region.

This is a high-velocity, outbound-heavy motion. Most of what your team closes in a quarter is also created in that quarter, and roughly a third of it is sourced by the reps themselves. Every AE carries an individual self-sourced pipeline generation target alongside their bookings quota. If you have only run a team that works inbound demand, this role will feel unfamiliar.

You will own the number for your region, the pipeline that gets you there, and the development of the people building it.

This is an onsite position that requires at least 4 days a week (Monday - Thursday) in our New York City, NY office.

• Lead the team. Run a team of SMB Account Executives to quota. Set the standard for activity, rigor, and how deals get worked, and hold the team to it.

  Drive pipeline generation. Own your team's self-sourced pipeline number. Coach prospecting directly — sequences, call blocks, account planning, territory strategy — and inspect it weekly. Self-sourced pipeline is the share of the number your team has the most direct control over; inbound, BDR, and partner-sourced opportunities don't count toward it.

  Forecast a fast-moving book. Deliver an accurate forecast for the current quarter and a defensible view of the next, in a motion where most bookings are created and closed inside the same quarter. Inspect stage integrity, call risk early, and know which deals can be pulled forward.

  Coach and develop. Diagnose individual skill gaps and close them with targeted coaching — discovery, demo, negotiation, multi-threading. Contribute to onboarding and certification for new hires, and help develop BDRs moving into AE seats.

  Work across the business. Partner with Marketing, Product, Enablement, Sales Ops, and Customer Success on acquisition and expansion plays, territory design, and account coverage. Bring the field's view of what is and isn't working.

• 2–3+ years managing a B2B closing team, selling software in a velocity or SMB motion, with a record of the team hitting its number — not just your own as an individual contributor.

• Experience carrying a pipeline generation target. You have held a team to a self-sourced pipeline number and can show how you coached reps to build it, not just inspect it.

• Forecasting in a short-cycle business. You can call a quarter where the majority of bookings are sourced intraquarter, and you are comfortable committing to a next-quarter view.

• Pipeline management depth. You have run a mixed book of fast transactional deals and longer strategic ones, and you know where each needs different handling.

• Qualification rigor. Fluent in MEDDPPICC or a comparable framework, and able to teach it rather than just score with it.

• Stakeholder navigation. Comfortable engaging multiple stakeholders and moving deals through negotiation, security review, legal, and procurement.

• AI and data fluency. You use AI tools in your own workflow and expect your reps to. You can pull and interpret your own pipeline data rather than waiting on a report.

• Coaching instinct. You find the gap, name it plainly, and build the rep a path out of it. You give direct feedback without making it personal.

• Comfort with pace and ambiguity. Envoy moves quickly. Territory, tooling, and process change; you adapt and keep the team steady through it.

• Genuine interest in SMB. You like the segment, the speed, and the volume, and you have a consultative read on what smaller businesses actually need.

• A high degree of trust in your ideas and execution.

• An opportunity to partner and collaborate with other talented people.

• An inclusive community where you feel welcomed and cared for as a person.

• The ability to make an immediate impact helping customers create a great workplace experience.

• Support for your personal and professional growth.

   

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