Manager, SMB Sales

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Hi there, I'm Megan Bourdages, VP Sales at TestGorilla. We’re excited to share more about the Manager, SMB Sales role and our team.

About TestGorilla

At TestGorilla, we’re on a mission to place 1 billion people in their dream jobs. To democratize opportunity, we are building the world’s leading skills-based hiring, talent discovery platform - one that replaces reliance on resumes with scientific validation of what people can truly do.

Founded as a 100% remote company 6 years ago, our global team is united by high standards, a lot of heart, and a relentless drive to conquer new technological frontiers. We are AI-fluent builders who care deeply about replacing bias with fairness.

After empowering thousands of companies to hire smarter and faster, we are now unlocking the next phase of our scale-up journey - where you’ll play an instrumental role in creating a world where skills matter most!

About the role

We’re looking for a hands-on Sales Manager to lead a dynamic team of 6–8 SMB Account Executives, who own the full sales cycle from the initial outreach to close. You’ll own the SMB number, build a high-performance culture where the best sellers thrive.

This is a true player-coach role : the antithesis of a hands-off, dashboard-only manager job! You’ll be on calls with your team every day, jumping in to help them close, modelling the behaviours and standards you expect, and turning every deal into a coaching moment. When a deal is stuck, you get on the call. When a rep is struggling with a stage, you show them how it's done. You don't wait for things to go wrong - you're out ahead of it, making your team and the company better.

You'll use Gong and HubSpot deeply to inspect pipeline, coach reps, and continuously raise the bar. If you love being in the trenches with reps, getting on live calls, and showing people exactly how to close, this role is the one for you.

Responsibilities

Lead a global team of 6-8 SMB Account Executives, owning their ramp, performance, career growth, and creating a team culture people want to be part of and recommend to others.

Carry the team SMB quota, owning forecasting, pipeline health, and weekly, monthly, and quarterly results, using HubSpot deeply for pipeline inspection, sequence performance, and reporting.

Run high-impact 1:1s, deal reviews, and pipeline reviews focused on specific behaviors, using Gong daily to identify coaching opportunities, codify what great looks like, and accelerate ramp.

Be on a high-volume of live sales calls every week, joining discoveries, demos, and negotiations to support reps, model best practices, and step in to close when it matters.

Think and deliver in an AI-first way, using tools like Claude and n8n to reduce admin, improve rep performance, and help the team adopt AI effectively.

Build, maintain, and continuously improve the SMB sales playbook, including discovery frameworks, demo structure, objection handling, and closing motions.

Partner with VP Sales, Marketing, GTM Operations, and Customer Success to drive consistent SMB pipeline and customer outcomes, train the team, and surface front-line insights back to Product and Leadership.

What you’ll bring

We're looking for someone who:

Is passionate about TestGorilla's mission to help one billion people find their dream jobs.

Has strong written and verbal communication skills in English.

Thrives in a non-corporate, async-first, remote environment.

Has experience managing SMB SaaS sales teams with a clear track record of hitting and exceeding quota, and a background as a top-performing closer before moving into management.