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Salary: EUR 120,000 - 151,000 / annual
TestGorilla is a skills-based hiring and talent discovery platform on a mission to place 1 billion people in their dream jobs. Founded 6 years ago as a fully remote company, the organization is building the world's leading alternative to resume-based hiring, using scientific validation to assess what people can truly do.
You will lead a global team of 6–8 SMB Account Executives, owning the full sales cycle from initial outreach through close. This is a true player-coach role—you'll be hands-on and actively involved in deals, not a dashboard-only manager. You'll spend significant time on live sales calls every week, joining discoveries, demos, and negotiations to support your reps, model best practices, and step in to close when needed.
Key responsibilities include:
- Leading team ramp, performance, career growth, and building a high-performance culture
- Owning the SMB quota, forecasting, pipeline health, and weekly/monthly/quarterly results
- Running high-impact 1:1s, deal reviews, and pipeline reviews using Gong daily for coaching opportunities
- Being on a high volume of live sales calls weekly to support reps and close deals
- Thinking and delivering in an AI-first way, using tools like Claude and n8n to reduce admin and improve rep performance
- Building and continuously improving the SMB sales playbook (discovery frameworks, demo structure, objection handling, closing motions)
- Partnering with VP Sales, Marketing, GTM Operations, and Customer Success to drive pipeline and customer outcomes
You bring 3–5 years of sales management experience with a proven track record of hitting and exceeding quota. You're a genuine player-coach who actively wants to be on calls and demonstrate how to close. You have deep, hands-on proficiency with Gong and HubSpot for pipeline management, forecasting, deal discipline, call coaching, and reporting. You're skilled at coaching and developing reps with radical candor, and you have experience hiring and ramping SMB closers in high-velocity environments. You're comfortable with AI tools and eager to help your team adopt them effectively. Strong written and verbal English communication, thriving in async-first remote environments, and a passion for TestGorilla's mission are essential.
Bonus experience includes selling and managing teams in HR tech, ATS, recruitment, talent assessment, or recruiting software, and leading SMB teams in product-led or self-serve-to-sales motions.
