Sales Manager, SMB

at  nooks

WHAT IS NOOKS?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

THE PROBLEM

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)

In their day-to-day, SDR/BDRs spend time on 3 main activities:

• Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
• Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo
• Calling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involved

REQUIREMENTS

• 5+ years of sales experience (preferably within SaaS)
• 2+ years of sales management experience in tech sales
• You have a deep understanding of outbound selling and prospecting.
• Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Strong problem solving, issue-resolution, and multi-tasking skills, the ability to work in a deadline-driven work environment, and a keen attention to detail.
• Strong leadership and team building skills

THE ROLE

We’re looking for an SMB Sales Manager to help us build out our growing sales team. This is an important role as it’s our first external sales management hire. To date, all sales management roles have been filled via internal promotion. This person will help us execute and refine our sales playbook as we scale the SMB sales org. You shouldn’t be afraid to get your hands dirty, help your team drive deals forward and lead by example.

RESPONSIBILITIES

• Deeply learn and understand the Nooks value proposition
• Support your team by co-selling on calls, helping during trials, and leading pricing/negotiation calls when needed
• Most of our SMB team are SDR promotions but occasionally we’ll need to find great people externally.
• You’ll be responsible for interviewing, hiring, and on-boarding new reps
• Implement, improve and standardize key sales processes in service of driving predictable revenue growth.
• Monitor sales performance: activity, pipelines, monthly forecasts, and closed-deals to ensure quota attainment