Manager, SMB Sales - TestGorilla

About TestGorilla

At TestGorilla, we’re on a mission to place 1 billion people in their dream jobs. To democratize opportunity, we are building the world’s leading skills-based hiring, talent discovery platform - one that replaces reliance on resumes with scientific validation of what people can truly do.

Founded as a 100% remote company 6 years ago, our global team is united by high standards, a lot of heart, and a relentless drive to conquer new technological frontiers.

About the role

We’re looking for a hands-on Sales Manager to lead a dynamic team of 6–8 SMB Account Executives, who own the full sales cycle from initial outreach to close. This is a true player-coach role: you’ll be on calls with your team every day, jumping in to help them close, modeling behaviors, and turning every deal into a coaching moment.

Responsibilities

• Lead a global team of 6-8 SMB Account Executives, owning their ramp, performance, and career growth.
• Carry the team SMB quota, owning forecasting, pipeline health, and weekly, monthly, and quarterly results using HubSpot.
• Run high-impact 1:1s, deal reviews, and pipeline reviews, using Gong daily to identify coaching opportunities.
• Join a high volume of live sales calls every week, supporting reps, modeling best practices, and closing when it matters.
• Think and deliver in an AI-first way, using tools like Claude and n8n to reduce admin and improve rep performance.
• Build, maintain, and continuously improve the SMB sales playbook.
• Partner with VP Sales, Marketing, GTM Operations, and Customer Success.

What you’ll bring

• Passion for TestGorilla's mission to help one billion people find their dream jobs.
• Strong written and verbal communication skills in English.
• Experience managing SMB SaaS sales teams with a clear track record of hitting and exceeding quota.
• Genuine player-coach mindset: active on live calls, jumping into deals, and demonstrating how to close.
• Deep, hands-on proficiency with Gong and HubSpot.
• Strong coaching skills with a repeatable framework for developing reps.
• Comfort using AI tools, including Claude and n8n.
• Generally 3-5 years of sales management experience.

What’s in it for you?

• Global Team: Join a fully remote, mission-driven team.
• Competitive Compensation: Total OTE of €120,000–€151,000 on a 50/50 base/variable split and Share Appreciation Rights (SARs).
• Remote & Flexible Work: Flexible hours and asynchronous work.
• Remote Work Budget: €1,000 available each year (up to €2,000 from day 1 for laptops).
• Growth & Development: 3.5% L&D budget.
• Parent/Caregiver Support: Paid 8-16 week parental leave and tailored return-to-work approaches.
• Work-Life Balance: Unlimited and flexible time off policy.