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Envoy is a workplace management platform trusted by over 16,000 workplaces globally to unify people, spaces, and communications in a secure, integrated system. The platform serves manufacturing sites, data centers, pharmaceutical labs, healthcare facilities, and corporate headquarters, enabling safe, compliant, and connected operations.
You will lead a team of 8 SMB Account Executives in a high-velocity, outbound-heavy sales motion based in New York City. This role reports to the Director of SMB Sales and requires at least 4 days per week in the office (Monday–Thursday).
Key responsibilities include:
• Lead the SMB AE team to quota, setting standards for activity, rigor, and deal management while holding the team accountable.
• Own your region's pipeline generation target, coaching reps directly on prospecting sequences, call blocks, account planning, and territory strategy. Self-sourced pipeline is inspected weekly and represents the share of the number your team controls most directly.
• Forecast accurately in a fast-moving business where most bookings are created and closed within the same quarter. Inspect stage integrity, call risk early, and identify deals that can be pulled forward.
• Coach and develop individual reps by diagnosing skill gaps in discovery, demo, negotiation, and multi-threading. Contribute to onboarding and certification for new hires and help develop BDRs transitioning into AE roles.
• Partner across Marketing, Product, Enablement, Sales Ops, and Customer Success on acquisition and expansion plays, territory design, and account coverage. Bring field insights on what is and isn't working.
REQUIREMENTS:
• 2–3+ years managing a B2B closing team in a velocity or SMB software motion, with a documented record of the team hitting its number (not just individual contributor performance).
• Experience carrying and holding a team to a self-sourced pipeline generation target, with demonstrated coaching (not just inspection) of rep prospecting.
• Forecasting experience in short-cycle business where the majority of bookings are sourced intraquarter, with comfort committing to next-quarter views.
• Pipeline management depth: experience running mixed books of fast transactional and longer strategic deals, knowing where each requires different handling.
• Qualification rigor: fluency in MEDDPPICC or comparable framework, able to teach it rather than just score with it.
• Stakeholder navigation: comfortable engaging multiple stakeholders and moving deals through negotiation, security review, legal, and procurement.
• AI and data fluency: active use of AI tools in your own workflow and expectation that reps do the same. Ability to pull and interpret pipeline data independently.
• Coaching instinct: ability to identify gaps, name them plainly, and build reps a path out of them. Direct feedback delivery without personalizing.
• Comfort with pace and ambiguity: Envoy moves quickly; territory, tooling, and process change frequently. You adapt and keep the team steady.
• Genuine interest in SMB: appreciation for the segment's speed, volume, and consultative approach to what smaller businesses actually need.
