Sales Manager, SMB

Who is Defined. ai? We are a technology company that leverages a global crowd to provide high‑quality training data for AI systems. We serve large companies and startups alike, supporting the development of artificial intelligence worldwide.

From a personal point of view we are a team of big thinkers, high achievers and creative problem solvers who enjoy software engineering, data science, online gaming, running marathons, and community building. We celebrate authenticity, diversity, and the impact of our work.

What you’ll do

• Directly manage 3–4 SMB Account Executives, motivating them to consistently hit sales targets and strategic business objectives.
• Play a key role in defining the outbound strategy for the SMB market.
• Collaborate and build strong relationships with other departments: Pre‑sales, Marketing, Data Marketplace, Operations, etc.
• Be a team player and work with Account Executives on their account strategies, providing the support they need to succeed.
• Become an expert on our product and solution offering to effectively support your team’s customers.
• Run 1:1 meetings with AEs and conduct in‑depth pipeline reviews to ensure forecasting and reporting accuracy.
• Be hands‑on and prepared to hunt and manage key accounts directly.

Requirements

• 5+ years of proven experience in tech selling Professional Services / Data / Customised Projects / Consultative Sales into SMB accounts (B2B). Preferably in tech startups and scale‑ups.
• 2+ years experience managing sales teams of up to 5 Account Executives.
• Proven success building pipeline strategies and exceeding targets. Hunting role vs Farming.
• Strong leadership, coaching and communication skills.
• Strong analytical skills and a data‑driven approach.
• Ability to communicate, present and influence all levels of the organization, including executives.
• Proven ability to drive the sales process from plan to close.
• Proven experience working with SDR/BDR teams.
• Demonstrable ability to articulate distinct product and service advantages.
• Proven ability to position products against competitors and showcase value proposition.
• Knowledge in AI/ML; experience in AI data space is preferable.
• Be prepared to work across different time zones; some team members and customers may be located outside the US.
• Bachelor's degree or equivalent; a Computer Science / Engineering background is valued.
• Preferably located in the San Francisco Bay Area.

Benefits

• Flexible working schedule and hybrid model.
• Excellent career development opportunities in a high‑growth company.
• Culture of feedback and continuous improvement.
• International, diverse team with offices in Lisbon, the US, Portugal, France, Spain, Germany, and Moldova.
• Continuous training opportunities (workshops, unlimited access to Coursera, formal development).
• Fun team activities such as surfing, racing carts, and soccer.

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