What are the responsibilities and job description for the Sr Manager, Inside Sales (SMB) position at Farmer's Fridge?
Farmer’s Fridge makes fruits and vegetables accessible and approachable for everyone. We offer a variety of fresh, healthy, ready-to-eat meals and snacks through our fresh food vending machines, wholesale partners, and our office pantry solution — providing chef-curated meals to customers within seconds. Today, we operate a network of Fridges and partner with clients nationwide in high-foot-traffic areas, such as airports, hospitals, universities, and large office buildings — where there is limited accessibility to fresh, healthy, grab-n-go options.
We care deeply about what we’re creating and aspire to make sure our customers feel that through every touchpoint. This shows up in many ways across the business. We are committed to prioritizing food safety, we are passionate about product quality, we value our employees, we champion the best idea no matter where it comes from, and we’re committed to making an overall positive impact as we scale.
About this Role: Farmer’s Fridge is building a new SMB inside sales motion to expand our reach across small and mid-sized offices, gyms, multifamily properties, and other high-potential workplace locations. The Senior Manager, Inside Sales (SMB) will build this function from the ground up, defining the strategy, creating the playbooks, hiring and developing talent, and driving predictable pipeline and revenue.
This role is ideal for a builder and coach who thrives in ambiguity, understands the math behind sales, and can turn junior reps into consistent performers while holding a high bar for execution.
What You’ll Do…
Build & Scale the SMB Inside Sales Motion
In addition to base salary, this role is eligible for on-target earnings (OTE) ranging up to $250,000, which includes sales incentives.
We Provide a Comprehensive Benefits Package, Including
In This Together - We stay connected, whether in person or virtually. We encourage business transparency through monthly town hall meetings and weekly financial updates. We set out to make the best product on the market, and we believe we’ve done it. We value your input in the new menu creation process. From regular tasting panels, where employees provide new menu feedback.
Happier Workdays - Each day at work should fill you with joy. We're a fun and passionate group, and we don't take ourselves too seriously. Bring your unique self to work, dress comfortably, and always feel free to share your thoughts and opinions. We encourage curiosity; there's no hierarchy here when we're all swapping ideas.
Never run on empty - Daily Farmer's Fridge meal and office snacks are just some of the offerings to make sure you aren't distracted by a growling stomach. Recharge with our paid sabbatical program after five years of service.
Innovate & Elevate - We're all teachers and learners. You'll grow and help grow the company through cross-functional collaboration, open access to leadership, and regular business updates. You have a direct impact on the company’s bottom line. You can also impact your bottom line by participating in our 401(k) plan that includes a company match with immediate vesting.
Farmer’s Fridge Diversity Statement
"Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply for jobs unless they meet every single qualification. At Farmer’s Fridge, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.”
Farmer’s Fridge is an equal-opportunity employer. We are committed to providing equal employment opportunity in all employment practices, including hiring, without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability status, veteran status, or any other characteristic protected by federal, state or local law. View our disclosures related to External Agencies and Applicants below: https://www.farmersfridge.com/careerdisclosures
We care deeply about what we’re creating and aspire to make sure our customers feel that through every touchpoint. This shows up in many ways across the business. We are committed to prioritizing food safety, we are passionate about product quality, we value our employees, we champion the best idea no matter where it comes from, and we’re committed to making an overall positive impact as we scale.
About this Role: Farmer’s Fridge is building a new SMB inside sales motion to expand our reach across small and mid-sized offices, gyms, multifamily properties, and other high-potential workplace locations. The Senior Manager, Inside Sales (SMB) will build this function from the ground up, defining the strategy, creating the playbooks, hiring and developing talent, and driving predictable pipeline and revenue.
This role is ideal for a builder and coach who thrives in ambiguity, understands the math behind sales, and can turn junior reps into consistent performers while holding a high bar for execution.
What You’ll Do…
Build & Scale the SMB Inside Sales Motion
- Design and launch Farmer’s Fridge’s SMB go-to-market strategy for inside sales
- Build, test, and continuously optimize:
- SMB ICPs and segmentation
- Qualification frameworks
- Outreach and follow-up playbooks
- Deal workflows from lead → install → go-live
- Partner cross-functionally with Marketing, Sales Ops, Operations, Account Manager, and Distribution to ensure a scalable and repeatable motion
- Hire, onboard, and manage a team of inside sales representatives
- Provide ongoing coaching through:
- Call listening and live coaching
- Deal strategy and pipeline reviews
- Skill development and career pathing
- Build a culture of accountability, growth, and continuous improvement
- Set clear performance expectations tied to Farmer’s Fridge revenue and placement goals
- Conduct tough but fair performance conversations while keeping the team motivated and engaged
- Drive high standards while maintaining strong morale and retention
- Own SMB pipeline health, forecasting accuracy, and revenue performance
- Understand and manage:
- Pipeline coverage ratios
- Conversion rates across the funnel
- Ramp timelines and rep capacity
- Hiring and headcount planning
- Use data to identify bottlenecks and improve efficiency across the sales funnel
- 6 years of sales management experience
- Proven experience leading or scaling inside sales teams
- Experience selling to SMB customers in a high-velocity sales environment
- Strong command of sales metrics, pipeline math, and forecasting
- Demonstrated ability to build playbooks, processes, and teams from scratch
- Experience building a sales team from 0 → 10 reps
- Experience launching a new customer segment or GTM motion
- Experience selling physical products, services, or recurring programs
- Comfort working cross-functionally in an operationally complex business
In addition to base salary, this role is eligible for on-target earnings (OTE) ranging up to $250,000, which includes sales incentives.
We Provide a Comprehensive Benefits Package, Including
- Medical, dental, and vision insurance (multiple plans available)
- 401(k) with immediate employer match vesting
- Paid time off (including vacation, sick leave, and holidays)
- Paid sabbatical after 5 years of service
- Employee discounts
- Employee Assistance Program (EAP)
In This Together - We stay connected, whether in person or virtually. We encourage business transparency through monthly town hall meetings and weekly financial updates. We set out to make the best product on the market, and we believe we’ve done it. We value your input in the new menu creation process. From regular tasting panels, where employees provide new menu feedback.
Happier Workdays - Each day at work should fill you with joy. We're a fun and passionate group, and we don't take ourselves too seriously. Bring your unique self to work, dress comfortably, and always feel free to share your thoughts and opinions. We encourage curiosity; there's no hierarchy here when we're all swapping ideas.
Never run on empty - Daily Farmer's Fridge meal and office snacks are just some of the offerings to make sure you aren't distracted by a growling stomach. Recharge with our paid sabbatical program after five years of service.
Innovate & Elevate - We're all teachers and learners. You'll grow and help grow the company through cross-functional collaboration, open access to leadership, and regular business updates. You have a direct impact on the company’s bottom line. You can also impact your bottom line by participating in our 401(k) plan that includes a company match with immediate vesting.
Farmer’s Fridge Diversity Statement
"Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply for jobs unless they meet every single qualification. At Farmer’s Fridge, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.”
Farmer’s Fridge is an equal-opportunity employer. We are committed to providing equal employment opportunity in all employment practices, including hiring, without regard to race, color, religion, national origin, sex, gender identity, sexual orientation, age, disability status, veteran status, or any other characteristic protected by federal, state or local law. View our disclosures related to External Agencies and Applicants below: https://www.farmersfridge.com/careerdisclosures
Salary : $120,000 - $130,000