Sales Manager, SMB
Remote
Full Time
Senior Manager/Supervisor
Description
Who is Defined.ai? Well, from a technical point of view, we leverage the power of a global crowd to provide some of the world’s biggest companies with the high-quality data they need to power their artificial intelligence. We’re instrumental to the progression and development of artificial intelligence and we couldn’t be prouder or more inspired to be involved in an industry that is changing the world.
From a personal point of view, we’re a group of big thinkers, high achievers and creative problem solvers. We bond over our shared love of software engineering, data science, and strong coffee. We like online gaming, running marathons, and team drinks. We celebrate authenticity and diversity and we’re invested in what we do.
Our mission? World domination, obviously!
What you'll do
As Manager, SMB Sales, you will be responsible for:
· Directly manage 3 – 4 SMB Account Executives motivating them to constantly 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 and provide them with the support they need to be successful.
· Become an expert on our product and solution offering, allowing you to effectively support your team customers.
· Run 1:1 meetings with AEs and conduct in depth pipeline reviews, ensuring forecasting and reporting accuracy.
· Be hands-on and prepared to hunt and manage some key accounts directly.
Requirements
· 5+ years of proven experience selling Professional Services / Data / Customized Projects / Consultative Sales into SMB accounts (B2B). Preferably tech startups and scale ups.
· 2+ years experience managing sales teams of up to 5 Account Executives.
· Proven success in building pipeline strategies and exceeding targets. Hunting role vs Farming.
· Strong leadership, coaching and communication skills.
· Strong analytical skills, and a demonstrated 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 in working with SDR/BDR teams.
· Demonstrable ability to articulate the distinct aspects of products and services.
· 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 of the US.
· Bachelor's degree and or equivalent. We value a Computer Science / Engineering background.
· Preferably located in the San Francisco Bay Area.
Benefits
You spend a lot of your time at work, so it should be challenging, fun and interesting. At Defined.ai it will be all of those things and more. Here’s what we offer:
· Flexible working schedule and hybrid model. We know comfort can boost creativity and performance, so you can manage your schedule and work both from one of our modern office spaces or home.
· Excellent career development opportunities in a high growth company. With us, you can accomplish your career goals and follow a well-described career path with the support of your supervisor.
· Culture of feedback and continuous improvement. AI is a fast-paced area, so we keep track of tech trends, and we always ask for feedback.
· Join an international and diverse team! We have over 29 nationalities, with one office in Lisbon and team members across the US, Portugal, France, Spain, Germany, and Moldova. We also offer language classes to support your growth and integration.
· Continuous training opportunities. You can choose from many options: leveraging hand-on workshops, unlimited access to Coursera and formal development opportunities.
· We love to have fun together. We joke a lot, and we can't imagine work without fun activities – we already surfed, raced carts and played soccer together.
About Us
Defined.ai offers a platform with multiple data delivery options that leverages machine learning technology and human intelligence to deliver quality-guaranteed training data for AI systems. The platform offers self-service and fully customizable solutions that deliver high-quality project-specific training data, enabling AI products reach market quicker. It is this business model that has allowed Defined.ai to raise a total of $63.6M in funding over 4 rounds. Our value proposition is quality, privacy, speed and scale, covering more than 50 different languages. With strong expertise in speech and natural language processing technologies, we have been serving AI companies and Fortune 500 companies since day one. Defined.ai was founded in Seattle and has an office in Lisbon.
Privacy Notice: defined.ai/candidate-privacy-statement
Who is Defined.ai? Well, from a technical point of view, we leverage the power of a global crowd to provide some of the world’s biggest companies with the high-quality data they need to power their artificial intelligence. We’re instrumental to the progression and development of artificial intelligence and we couldn’t be prouder or more inspired to be involved in an industry that is changing the world.
From a personal point of view, we’re a group of big thinkers, high achievers and creative problem solvers. We bond over our shared love of software engineering, data science, and strong coffee. We like online gaming, running marathons, and team drinks. We celebrate authenticity and diversity and we’re invested in what we do.
Our mission? World domination, obviously!
What you'll do
As Manager, SMB Sales, you will be responsible for:
· Directly manage 3 – 4 SMB Account Executives motivating them to constantly 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 and provide them with the support they need to be successful.
· Become an expert on our product and solution offering, allowing you to effectively support your team customers.
· Run 1:1 meetings with AEs and conduct in depth pipeline reviews, ensuring forecasting and reporting accuracy.
· Be hands-on and prepared to hunt and manage some key accounts directly.
Requirements
· 5+ years of proven experience selling Professional Services / Data / Customized Projects / Consultative Sales into SMB accounts (B2B). Preferably tech startups and scale ups.
· 2+ years experience managing sales teams of up to 5 Account Executives.
· Proven success in building pipeline strategies and exceeding targets. Hunting role vs Farming.
· Strong leadership, coaching and communication skills.
· Strong analytical skills, and a demonstrated 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 in working with SDR/BDR teams.
· Demonstrable ability to articulate the distinct aspects of products and services.
· 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 of the US.
· Bachelor's degree and or equivalent. We value a Computer Science / Engineering background.
· Preferably located in the San Francisco Bay Area.
Benefits
You spend a lot of your time at work, so it should be challenging, fun and interesting. At Defined.ai it will be all of those things and more. Here’s what we offer:
· Flexible working schedule and hybrid model. We know comfort can boost creativity and performance, so you can manage your schedule and work both from one of our modern office spaces or home.
· Excellent career development opportunities in a high growth company. With us, you can accomplish your career goals and follow a well-described career path with the support of your supervisor.
· Culture of feedback and continuous improvement. AI is a fast-paced area, so we keep track of tech trends, and we always ask for feedback.
· Join an international and diverse team! We have over 29 nationalities, with one office in Lisbon and team members across the US, Portugal, France, Spain, Germany, and Moldova. We also offer language classes to support your growth and integration.
· Continuous training opportunities. You can choose from many options: leveraging hand-on workshops, unlimited access to Coursera and formal development opportunities.
· We love to have fun together. We joke a lot, and we can't imagine work without fun activities – we already surfed, raced carts and played soccer together.
About Us
Defined.ai offers a platform with multiple data delivery options that leverages machine learning technology and human intelligence to deliver quality-guaranteed training data for AI systems. The platform offers self-service and fully customizable solutions that deliver high-quality project-specific training data, enabling AI products reach market quicker. It is this business model that has allowed Defined.ai to raise a total of $63.6M in funding over 4 rounds. Our value proposition is quality, privacy, speed and scale, covering more than 50 different languages. With strong expertise in speech and natural language processing technologies, we have been serving AI companies and Fortune 500 companies since day one. Defined.ai was founded in Seattle and has an office in Lisbon.
Privacy Notice: defined.ai/candidate-privacy-statement
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