Sales Manager - Field AEs
About Smart AccessSmart 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 SummaryWe 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 capabilityStrong operational disciplineHigh coaching intensityForecasting credibilityComfort operating in fast-moving, high-growth environmentsThe ability to build repeatable systems without introducing unnecessary bureaucracyWhy This Role MattersDrives pipeline conversion and revenue predictabilityHelps build the operating cadence, rigor, and culture required to scale sales effectivelyOptimizes AE opportunity management and enterprise deal executionActs as a strategic partner to leadership on GTM strategy, hiring, and operational scalingCore ResponsibilitiesTeam Leadership & PerformanceLead, coach, and develop a team of Account Executives (~6 total)Establish clear performance expectations across pipeline generation, conversion, forecasting, and quota attainmentRun weekly 1:1s, deal reviews, pipeline inspections, and forecast callsRecruit, onboard, and ramp additional sales talent as the company scalesPipeline & Revenue ExecutionOwn team revenue attainment and forecasting accuracyEnsure strong alignment between outbound, inbound, and closing motionsInspect funnel performance across discovery, qualification, opportunity progression, and closeDrive consistency in qualification methodology (e.g., MEDDICC, PULL, or similar frameworks)Support complex enterprise deal strategy and executionSales Process & InfrastructureBuild and refine scalable sales processes, playbooks, and operating cadenceImplement forecasting discipline and pipeline hygiene standardsPartner on CRM optimization and reporting infrastructure (e.g., Salesforce or equivalent)Define KPIs and reporting mechanisms that improve leadership visibility and execution rigorCross-Functional CollaborationPartner closely with Marketing on demand generation effectiveness and pipeline qualityCollaborate with Product and Marketing on messaging, positioning, and customer feedback loopsPartner with Customer Success on customer handoffs, adoption, and expansion opportunitiesStrategic ContributionContribute to GTM strategy, territory design, segmentation, and organizational scalingProvide input on pricing, packaging, and competitive positioningServe as a voice of the customer and market internallyIdeal Candidate ProfileExperience7–10+ years of experience in B2B SaaS sales, including 2–4+ years in a sales management roleExperience leading Account Executive teams in enterprise or complex sales environmentsDemonstrated track record of meeting or exceeding team quotasExperience in early-stage, venture-backed, or scaling companies strongly preferredCapabilitiesStrong player-coach mentality with the ability to both lead strategically and engage tacticallyDeep understanding of enterprise pipeline mechanics, funnel conversion, and forecast managementComfortable building structure and operational rigor in ambiguous, fast-moving environmentsData-driven operator with strong inspection discipline and analytical capabilityLeadership TraitsHigh accountability and ownership mindsetHands-on, low-ego, execution-oriented leadership styleStrong communicator across executives, peers, customers, and team membersEnergized by building teams, developing talent, and scaling organizationsSuccess Metrics (First 6–12 Months)Improved pipeline coverage and revenue predictabilityIncreased AE productivity, quota attainment, and deal velocityImproved forecast accuracy and inspection rigorSuccessful adoption of scalable sales processes and CRM hygiene standardsStrong cross-functional alignment across Sales, Marketing, Product, and Customer SuccessTeam & ScopeDirect reports: Field Account Executives (~6 total)Reports to: VP of SalesLocation: United States (location flexible)CompensationCompetitive base salary plus variable compensation tied to team performanceEquity participation aligned with early-stage company impact and growth opportunity