Senior SMB Sales Manager


Primary Responsibilities:

  • Manage a team of 3-5 SMB Sales Managers and a growing organization of 20+ SMB Account Executives 
  • Own quarterly sales forecasting and pipeline reviews across team
  • Provide sales coaching, training, and execution of sales strategy in order to increase sales revenue 
  • Develop and maintain in-depth knowledge of Qualtrics' solution offerings
  • Track and review key metrics to ensure the success of reps through the full sales cycle
  • Interface and develop professional relationships with existing clients and prospects throughout the organizational levels
  • Display a systemic approach to managing challenging contract negotiations/deals with multiple reps at a time
  • Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing 
  • Develop and maintain strong relationships with other functional areas internally at Qualtrics, e.g. Professional Services, Implementation, Subject Matter Experts, etc to ensure a collaborative approach to secure large enterprise engagements 
  • Help identify and establish OEM and channel partnerships that drive revenue 
  • Recruit, onboard, and retain Account Executives


  • Bachelor’s degree from a top-accredited university 
  • At least 3-5 years of individual level tech sales experience
  • At least 3 years managing an SMB Sales Team
  • At least 1-2 years of second line leadership experience leading Managers 
  • Ability to travel up to 30%
  • Experience using and measuring system compliance
  • Experience over-exceeding quarterly team quotas through metric based skill development and internal team management
  • Experience working on complex contract negotiations  
  • Experience using MEDDIC sales processes preferred