Sales Manager, SMB
About the Role
Swiftly is seeking an exceptional Sales Manager, SMB to lead and develop our SMB Account Executive team. This is a management role focused on building, coaching, and developing a high-performing sales team — ideal for a sales leader who thrives on developing reps, driving accountability, and winning in the public-sector transit market. We're in a period of growth and are building the go-to-market team that will define our next chapter. If you're passionate about developing talent, winning in a high-velocity SMB sales environment, and making public transit better for millions of riders, we want to talk to you.
As Sales Manager, SMB, you will lead a team of 5 SMB Account Executives driving new logo acquisition with small and mid-size transit agencies across North America. Your AEs build and manage territory plans, prospect a significant share of their own pipeline, run discovery calls and platform demos, build ROI-driven business cases, and guide government agencies through procurement to close — typically on 3 to 8 month sales cycles involving multiple stakeholders and government procurement processes. You'll be responsible for hiring, onboarding, coaching, and developing these reps while setting the coaching rhythm, building pipeline strategy, and ensuring the team executes with discipline using the SPICED methodology. You'll also partner with Marketing, Product, and Customer Success to align on strategy and improve the buyer experience.
Sales at Swiftly
Our Sales team is responsible for introducing Swiftly's platform to transit agencies and helping them understand how our real-time data, historical insights, and operational analytics can transform their service. We sell to government agencies with consultative sales cycles that require thorough discovery, strong relationships, and a genuine passion for improving public transit. Every deal matters — not just for revenue, but because each new agency means better service for the riders who depend on it.
To ensure we are making an impact throughout the sales process, we use a value-driven sales methodology. Our GTM teams are trained on the SPICED methodology, which serves as a blueprint for achieving sales targets, and we expect our sales managers to coach and reinforce it across their teams.
What You'll Do
Team Leadership and Coaching
- Recruit, onboard, and develop a high-performing team of SMB Account Executives.
- Establish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessions.
- Set clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainment.
- Foster a culture of learning, collaboration, and continuous improvement across the team.
Pipeline and Revenue
- Own the team's pipeline generation strategy, ensuring AEs prospect approximately 50 to 60% of their own pipeline through outbound calling, email campaigns, and tools such as LinkedIn.
- Drive disciplined territory planning and account prioritization across the SMB segment.
- Support AEs in navigating public-sector deals with typical 3 to 8 month sales cycles, multiple stakeholders, and government procurement processes.
- Actively join AEs on discovery calls, demos, and business case development when needed.
- Maintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadership using Swiftly's forecast methodology.
- Achieve and exceed team revenue goals.
Process and Strategy
- Champion and enforce the SPICED sales methodology across the team.
- Coach the team on identifying and mitigating deal risk, partnering with leadership, internal partners, and executives as needed.
- Oversee Swiftly's responses to public solicitations within your team's territories, with the support of our internal procurement team.
- Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategy.
- Partner cross-functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experience.
- Lead the adoption of AI-assisted and modern sales workflows that improve prospecting efficiency and sales effectiveness.
What You Bring
- 7+ years of B2B SaaS sales experience, with at least 3 years in a frontline sales management role.
- Experience scaling an SMB sales team is a strong plus.
- Proven track record of leading teams to meet or exceed quota in a new-logo sales environment.
- Strong coaching instincts — you develop reps, not just manage them.
- Experience with consultative sales cycles involving multiple stakeholders and procurement processes.
- Comfortable with government or public-sector sales; transit industry experience is a plus but not required.
- Proficient with Salesforce, Gong Engage, ZoomInfo, LinkedIn Sales Navigator, and modern sales tools.
- Excellent communication skills — you can lead a team meeting, run a deal review, and present to executives with equal confidence.
- Willingness to travel for conferences, team events, and strategic customer meetings.
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