Sales Manager, SMB - Americas

About Ashby

• We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence

• Raised our Series C in 2024, and are growing much faster than 100% YoY

• Have thousands amazing customers including OpenAI, Ramp, Deliveroo, Notion and Reddit, as well as hundreds of exciting early stage startups

• Built multiple products to win both land-and-expand and material new business deals

• Rapidly moving up-market and displacing incumbents with no signs of slowing down

• Known for our pace of innovation and haveImplemented AI throughout the platform to replace highly manual and time consuming tasks

We have multiple products with more to come and our sales process allows us to both land-end-expand and win material new business deals. We've only taken the first step towards a large market opportunity, and are looking for our next dedicated sales leader for our SMB Segment (1-100) in the Americas to help us maximize our opportunity with high growth early stage companies.

We’re running an A/B test with our Sales Manager role to optimize clarity and candidate response. Both postings (Sales Manager, Startups and Sales Manager, SMB) feature identical responsibilities, qualifications, and compensation. The only difference is the title. By testing which title resonates more particularly in search, candidate engagement, and application rates, we ensure we're zeroed in on the best fit for each segment, without muddying the waters or causing confusion across two similar listings.

About this Role

We are seeking an experienced SaaS Sales Manager in North America to lead our Startup Sales team. There are three primary responsibilities that this sales leader will take on:

1. Be accountable for the revenue results of the segment. Understand the primary revenue drivers for the segment, focus your team's energy on high-impact activities, and partner with Marketing on pipeline generating initiatives.

2. Provide consistent coaching to enable all sales reps to achieve their full potential.Identify themes for improvement with individuals and at the team level. Help reps grow in their sales career.

3. Make high quality hires in lock step with market demand. We believe that smaller, high caliber teams can achieve remarkable results.

In this role, you’ll report to our Head of Americas Sales and have a significant impact in defining our go-to-market strategy for the SMB segment. If we are even moderately successful relative to our ambition, we'll have an incredible growth story to tell in just a few years!

You could be a great fit if:

• 💰 You’ve managed a team of Account Executives delivering $5M/yr+ of ARR contribution at a growth-stage SaaS company.

• 🥇 You have a proven track record of hiring and onboarding new sales reps who quickly become top performers. You challenge and support them to continue to grow their careers.

• 👩‍🏫 You’re a teacher and a coach who loves helping reps hone their craft. You can quickly identify skill or knowledge gaps and deliver coaching that is empathetic and drives tangible improvement.

• 📊 You have a strong mental model for what sales excellence looks like. At the same time, you're a lifelong learner and are open to new ideas and experimentation.

• 🤝 You are comfortable jumping into deals to establish executive relationships with customers. You do so without ‘boxing out’ your team.

• ⚙️ You have an operational mindset and have identified bottlenecks and implemented solutions to accelerate deal flow. You love working with Revenue Ops to continually refine processes and tools.

• 🤓 You become a product and industry expert. You connect the dots quickly. Customers and your team trust you to provide practical advice and relevant stories.

Bonus:

• You have run sales teams in both sales-led and product-led go to market motions

• You have built or managed a BDR/SDR team

• You have sold platform applications to Talent and/or People leaders

You Shouldn’t Apply If:

• You are a high performing individual contributor. We’re seeking a leader with people management experience for this position.

• You don’t love coaching. This role is all about supporting and developing early sales career talent.

Our Philosophy

Here are a few key points (relevant to the go-to-market side) that should give you an idea of what it is like to work with us:

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is a lot easier to sell.

• We aim to offer deep domain expertise whenever we interact with prospects and customers.

• We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.

We value a strong sense of ownership, principled thinking over decades of experience, and thoughtful communication both internally and with customers.

Interview Process

Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We'll provide you with some Ashby-specific data so you can develop a well informed perspective on our business and solutions engineering involvement. You’ll have opportunities to ask questions of our team throughout.

The interview process for this role is four rounds in the following order:

1. Intro Call (30 min) - You'll meet with Steph (Sales Recruiter) to discuss your fit for the role and address questions about our market and solution

2. Experience Deep Dive(1 hr) - You'll walk Mike (VP of Sales) through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the leader you are today

3. Presentation (1 hr) - We’ll give you some Ashby data, and have you present a perspective on our business and your approach to sales leadership.

4. Final Round (2 hrs) - You'll have a set of four interviews with cross-functional interviewers

Benefits

• A product that our prospects & customers aretruly excited about

• Competitive salary, commission and equity.

• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.

• Unlimited PTO with four weeks recommended per year.

• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!

• $100/month education budget with more expensive items (like conferences) covered with manager approval.

• If you’re in the US, top-notch health insurance for you and your dependents with 100% of all premiums covered by us, Flexible Spending Accountsand 401K match. We also offer up to 12 weeks of fully paid family/parental leave for all caregivers.

We're in the talent acquisition software business. We run the end-to-end hiring process through our own platform, and ensure a level playing field for all candidates. Reaching out to hiring managers or recruiters directly won't improve your odds of success. Please focus your energy on the quality of your application.

Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.