Manager, SMB Sales

Role Details

• Location: This role is based 2 days per week out of our San Francisco, HQ and is not eligible for full-time remote work.
• Compensation: The annual OTE range for this position is $190,000-$210,000 in addition to equity & benefits.
  
  

The range displayed on this job posting reflects the minimum and maximum compensation. Factors including location, level, job-related knowledge, skills, and experience will determine compensation.

About Gem

Gem is the only AI-first all-in-one recruiting platform. Over 1,000 industry leaders including Anthropic, Reddit, Figma, Zillow, Robinhood, and DoorDash trust Gem to fuel their growth and recognize Gem as one of the highest-satisfaction products on G2 with a 4.8/5.0 rating. The company has raised $148M from renown investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech.

With Gem, You Can Experience The Power Of a Truly Connected Recruiting Platform — One Consistent Interface, Unified Data, Smarter AI Recommendations, And Simplified Permissions. Our Customers Achieve Remarkable Results

• Cut costs through consolidation: Replace your scattered recruiting tools with one AI-powered platform for ATS, CRM, sourcing, scheduling, and analytics. Reduce spend on expensive sources of talent and eliminate redundant point solutions.
• Maximize recruiter productivity: Get up to 5x efficiency gains with AI built into every workflow — from sourcing talent and reviewing applications to scheduling interviews and managing candidates. With all products working better together, recruiters spend less time switching systems and more time building relationships.
• Unlock data-driven recruiting: Get access to analytics across the recruiting funnel without complex BI tools. From pipeline metrics to hiring forecasts, Gem helps you make data-driven decisions and demonstrate impact.
• Use AI that actually works: Get better results from AI that learns from all your recruiting data. With insight into every candidate touchpoint and interaction, Gem AI makes smarter decisions about who to engage and how.
• Work with software built for recruiters: Use a platform designed around how recruiters actually work, not a collection of technical features. Quick implementation, intuitive workflows, and clear analytics make Gem the solution teams actually use and trust.
  
  

Just As We Strive To Help Our Customers Find Great Talent, We Also Invest In Our Own People And Culture. We Are Proud Of The Culture We’ve Built And Have Recently Been Recognized As

• Forbes America's Best Startup Employers 2024
• Great Place to Work Certified, 2024
• Fortune Best Workplaces for Millennials, 2023
  
  

The Team & Role

The Gem team is on a mission to improve the lives of talent acquisition professionals everywhere. We are passionate about helping leaders get the insights they need and allowing recruiters to automate the tedious parts of their work so they can spend time on what matters to them most. Gem is experiencing incredible growth and to accelerate even faster we need an experienced SMB Sales Manager to help our team continue to bring in new logos and grow them. This is a high-impact role, reporting directly into the VP of Sales, Nic Cryns.

The team that you will lead consists of two motions: Velocity Startup Sales (<100 employees), and core SMB. The Velocity sales motion operates within a sales-assisted product-led growth model that is supported by Gem’s best-in-class startup program, while larger SMB companies evaluate Gem with a sales-led model. This means there is a lot of opportunity for career growth for reps you lead within the SMB organization, as well as immediate opportunity to hire additional headcount.

You will be an expert in positioning Gem’s modern recruiting platform and are able to learn new technology and concepts quickly in an environment of rapid change. You personally have a strong record of success selling technology solutions in competitive situations and are even more passionate about the success and development of your team members. You will guide, motivate, and problem-solve to ensure your team is maximizing their potential to serve Gem’s customers (from users to C-level executives). And as a bonus, you will get a front row seat to the exciting changes happening in the recruiting community and the opportunity to influence the future of recruiting!

Responsibilities

• Manage, hire, and scale Gem’s SMB Sales team
• Lead strategic planning for your team, including: outbound prospecting, deal strategy development, and ongoing sales enablement
• Engage directly in complex sales situations and late-stage customer negotiations
• Pursue and exceed ambitious sales targets
• Be a subject matter expert in both Gem’s positioning, vertical and our buyer personas
• Partner with cross-functional teams including Customer Success, Marketing, Sales Enablement, Partnerships, and Product
• Guide early career AEs in a velocity, product-led growth (Sales-assisted) sales cycles, while also coaching more experienced AEs in full-cycle sales processes.
• Establish and implement continued best practices for maximizing pipeline creation, increasing average contract value, forecasting accuracy, and Salesforce hygiene
  
  

Qualifications

• 2 years of sales leadership experience in B2B SaaS Sales, SMB/Commercial preferred
• 3-5 years in a quota-carrying role
• Passion for coaching and developing world-class sales talent
• Second-to-none client-facing skills: communication, empathy, integrity
• Consultative, value-based sales approach while still maintaining sales velocity
• Excitement to work in a startup environment and take on new and unexpected challenges with positivity and creativity
• Must be exceptionally organized and have experience leveraging tools like SFDC, Gong, Amplemarket & Clari
• Enjoy collaborating with peers on the sales, marketing, customer success, and product teams
• Experience working with a sales-assisted product-led growth model is a plus
  
  

Benefits

• Highly competitive salary & equity
• 10-year window to exercise your stock options
• Supportive Flexible Time Off program
• 16 paid holidays, including regular company-wide wellness days
• Best-in-class medical, dental & vision insurance
• $1,200 annual stipend for learning and development opportunities
• 16 weeks of Paid Parental Leave for birthing and non-birthing parents
• New Parent Perks totaling $1,500 and flexibility upon return to work
  
  

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success.

Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at accommodations@gem.com we’ll work with you to meet your accessibility needs.

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