Sales Manager – Field AEs Full Time NEW

About Smart Access

Smart Access is the AI execution layer for supply chains. We are a Frontline Execution Platform that helps the world’s largest warehouses, manufacturers, and logistics operations close the gap between defined standards and actual frontline behavior. Our platform connects standards, observations, coaching, and operational intelligence into a single execution loop that drives consistent, measurable performance on the floor.

We work with operational leaders, frontline supervisors, safety teams, and continuous improvement leaders to systematically close the execution gap — the distance between what standards say should happen and what actually happens in daily operations. As supply chains increasingly adopt AI, Smart Access is positioned to become the operational intelligence layer that AI agents rely on to drive frontline execution and action.

Smart Access recently closed a Series A funding round, marking a major milestone in the company’s growth journey. This is a pivotal moment to join: the team is lean, the trajectory is steep, and the leaders hired now will play a foundational role in shaping how the company scales.

If you thrive in high-ownership, high-impact environments and want to help build something meaningful from the ground up, we would love to speak with you.

Role Summary

We are seeking a Sales Manager to help build and scale the company’s enterprise go-to-market motion across our Field Account Executive organization.

This is a foundational leadership role responsible for driving sales execution excellence across pipeline management, enterprise deal progression, forecasting rigor, quota attainment, sales process maturity, and operating cadence.

The Sales Manager will lead a team of approximately six Account Executives and operate as a true player-coach — balancing strategic leadership with hands-on engagement in deal inspection, opportunity strategy, forecasting, rep development, and cross-functional execution.

This individual will partner closely with executive leadership to help shape how the company scales its enterprise revenue engine, bringing structure, accountability, coaching discipline, and operational rigor to a rapidly growing go-to-market organization.

The ideal candidate combines:

• Enterprise sales leadership capability
• Strong operational discipline
• High coaching intensity
• Forecasting credibility
• Comfort operating in fast-moving, high-growth environments
• The ability to build repeatable systems without introducing unnecessary bureaucracy

Why This Role Matters

• Drives pipeline conversion and revenue predictability
• Helps build the operating cadence, rigor, and culture required to scale sales effectively
• Optimizes AE opportunity management and enterprise deal execution
• Acts as a strategic partner to leadership on GTM strategy, hiring, and operational scaling

Core ResponsibilitiesTeam Leadership & Performance

• Lead, coach, and develop a team of Account Executives (~6 total)
• Establish clear performance expectations across pipeline generation, conversion, forecasting, and quota attainment
• Run weekly 1:1s, deal reviews, pipeline inspections, and forecast calls
• Recruit, onboard, and ramp additional sales talent as the company scales

Pipeline & Revenue Execution

• Own team revenue attainment and forecasting accuracy
• Ensure strong alignment between outbound, inbound, and closing motions
• Inspect funnel performance across discovery, qualification, opportunity progression, and close
• Drive consistency in qualification methodology (e.g., MEDDICC, PULL, or similar frameworks)
• Support complex enterprise deal strategy and execution

Sales Process & Infrastructure

• Build and refine scalable sales processes, playbooks, and operating cadence
• Implement forecasting discipline and pipeline hygiene standards
• Partner on CRM optimization and reporting infrastructure (e.g., Salesforce or equivalent)
• Define KPIs and reporting mechanisms that improve leadership visibility and execution rigor

Cross-Functional Collaboration

• Partner closely with Marketing on demand generation effectiveness and pipeline quality
• Collaborate with Product and Marketing on messaging, positioning, and customer feedback loops
• Partner with Customer Success on customer handoffs, adoption, and expansion opportunities

Strategic Contribution

• Contribute to GTM strategy, territory design, segmentation, and organizational scaling
• Provide input on pricing, packaging, and competitive positioning
• Serve as a voice of the customer and market internally

Ideal Candidate ProfileExperience

• 7–10+ years of experience in B2B SaaS sales, including 2–4+ years in a sales management role
• Experience leading Account Executive teams in enterprise or complex sales environments
• Demonstrated track record of meeting or exceeding team quotas
• Experience in early-stage, venture-backed, or scaling companies strongly preferred

Capabilities

• Strong player-coach mentality with the ability to both lead strategically and engage tactically
• Deep understanding of enterprise pipeline mechanics, funnel conversion, and forecast management
• Comfortable building structure and operational rigor in ambiguous, fast-moving environments
• Data-driven operator with strong inspection discipline and analytical capability

Leadership Traits

• High accountability and ownership mindset
• Hands-on, low-ego, execution-oriented leadership style
• Strong communicator across executives, peers, customers, and team members
• Energized by building teams, developing talent, and scaling organizations

Success Metrics (First 6–12 Months)

• Improved pipeline coverage and revenue predictability
• Increased AE productivity, quota attainment, and deal velocity
• Improved forecast accuracy and inspection rigor
• Successful adoption of scalable sales processes and CRM hygiene standards
• Strong cross-functional alignment across Sales, Marketing, Product, and Customer Success

Team & Scope

• Direct reports: Field Account Executives (~6 total)
• Reports to: VP of Sales
• Location: United States (location flexible)

Compensation

• Competitive base salary plus variable compensation tied to team performance
• Equity participation aligned with early-stage company impact and growth opportunity