Global SMB Sales Manager

Key

Responsibilities Run the weekly operating rhythm of the pod You own the weekly pipeline review for every rep. That means walking through their pipeline against the leading-indicator framework, spotting deviations from baseline before they show up in attainment, and deciding where to intervene. You submit a weekly pod pipeline status to the Director - stage movement, slipped deals, new pipeline generated, coverage against target - and you surface risks early. The Director owns the forecast call; you own execution against it. Coach reps against deals, not for them - You will inspect every deal of 5+ seats/drivers from stage 1 onward for fit, qualification quality, and progression. You run weekly deal-clinic sessions with the pod, sit in on or review at least one deal per rep per week, and provide structured feedback on discovery, qualification, and close motion. Your instinct when a rep is struggling is to coach the rep - not to take the pipeline yourself. You maintain a coaching log per rep so the development picture is durable, not anecdotal. Develop the people on the pod You run weekly 1:1s with every rep, agenda owned by you rather than the rep. You build quarterly development plans with measurable milestones. Where performance management is required, you partner with the Director to run structured plans with clear criteria and timelines. You own onboarding for new hires joining the pod. Enforce leading-indicator discipline The pod runs against baselines for pipeline-generation pace, funnel conversion (count and €), cycle times, stage conversion, stage aging (segment-aware, because each customer segment behaves differently), and activity levels vs planned sequences. You track these weekly, intervene when reps drift, and partner with RevOps on reporting cadence, lead-rotation rules, and baseline recalibration. CRM hygiene is a management lever, not an admin burden. Partner across the org Weekly sync with the Director on pod health and individual rep status. Monthly business review participation. Ongoing partnership with Customer Success on handoff quality and with Marketing on lead-quality feedback loops. Experience/Qualifications: 8 years in SaaS sales, with at least 1-2 years managing a team of 5+ AEs. You have operated a pod against leading-indicator baselines: pipeline pace, funnel conversion, cycle times, stage aging and can talk fluently about how you coached them. You develop people, not deals. Your instinct when a rep struggles is to coach the rep, not take the pipeline You treat CRM hygiene as a management lever, not an admin burden Full business fluency in written and spoken English This role is best suited to a dedicated coach and pod operator rather than a senior individual contributor looking to add management scope, or a player-coach expecting to carry their own book Requirements 5-8 years in SaaS sales, with at least 1-2 years managing a team of 5+ AEs. You have operated a pod against leading-indicator baselines: pipeline pace, funnel conversion, cycle times, stage aging and can talk fluently about how you coached them. You develop people, not deals. Your instinct when a rep struggles is to coach the rep, not take the pipeline You treat CRM hygiene as a management lever, not an admin burden Full business fluency in written and spoken English This role is best suited to a dedicated coach and pod operator rather than a senior individual contributor looking to add management scope, or a player-coach expecting to carry their own book

Benefits Competitive salary (up to 60k - 65k EUR annually) Permanent employment contract Private health insurance and Multisport subscription Beautiful office overlooking King Tomislav Square in the historic center of Zagreb Working with a young, motivated, and supportive team Working on a product that is already used by thousands of companies around the world Flexible working hours