Manager, SMB Sales (Remote, US)

Why You'll Love This Role: 

As the Manager of SMB Sales, you will have the opportunity to further develop and empower a high-velocity team of nine Account Executives that drive meaningful impact in K-12 schools and  districts selling the Newsela product suite. You will be a key driver of our mission, strengthening our footprint, modeling excellence, and supporting your team to continue to grow as consultative partners for educators nationwide. In addition to contributing to an incredible mission, you will have the opportunity to collaborate with our Sales organization to build strategy and processes that enhance sales performance. This role reports directly to the Director of Sales. 

What You'll Be Doing:

• Manage the sales team and all associated elements of sales execution for the SMB market segment, including schools and small-to-mid-sized districts.
• Drive overall pipeline and stage management to meet or exceed revenue targets; ensure effective team onboarding and training, develop national and regional/state growth strategies, and cultivate high-level relationships with key schools and districts.
• Provide daily, hands-on leadership and strategic deal reviews using Gong, Salesforce, and AI tools to identify pipeline trends and anticipate team needs.
• Model sales excellence and provide continuous coaching to support an already strong team consistently achieve or exceed quarterly and annual revenue targets.
• Drive a proactive "hunter" culture and empower your team of Account Executives to self-generate pipeline, in addition to collaborating closely with their SDR partner.
• Partner with our Learning & Enablement team to hire, mentor, coach, develop, and retain top talent to achieve individual quotas. 
• Develop and manage an overall action plan to achieve quota, serving as a strategic "project manager" for the segment to ensure operational scalability and quality control.
• Partner with sales leadership in defining, planning, and executing initiatives that drive operational scalability, including implementing value-based controls (e.g. pricing, contract terms, etc.), optimizing processes to compress sales cycles, and maximizing trial conversion rates.
• Leverage our tech stack, including a variety of AI tools, to drive greater efficiency & productivity.

About You:

• 3+ years of sales mana