Sales Manager, SMB

About the Role

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.