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Envoy is a workplace management platform that unifies people, spaces, and communications for secure, compliant operations. The company serves over 16,000 workplaces globally across manufacturing, data centers, healthcare, and corporate environments.
You will lead a team of 8 SMB Account Executives in the Denver region, reporting to the Director of SMB Sales. This is a high-velocity, outbound-heavy sales motion where the majority of quarterly bookings are created and closed within the same quarter. Approximately one-third of pipeline is self-sourced by reps themselves, and every AE carries an individual pipeline generation target alongside their bookings quota.
Key responsibilities:
- Lead and manage the SMB AE team to quota, setting standards for activity, rigor, and deal management
- Own your region's number and the pipeline required to achieve it
- Drive self-sourced pipeline generation by coaching reps on prospecting, sequences, call blocks, account planning, and territory strategy; inspect weekly
- Forecast accurately in a fast-moving business, delivering current-quarter forecasts and defensible next-quarter views; inspect stage integrity and call risk early
- Coach and develop individual reps by diagnosing skill gaps in discovery, demo, negotiation, and multi-threading; contribute to onboarding and certification
- Partner cross-functionally with Marketing, Product, Enablement, Sales Ops, and Customer Success on acquisition, expansion, territory design, and account coverage
This is an onsite position requiring at least 4 days per week (Monday–Thursday) in the Denver office.
REQUIREMENTS:
- 2–3+ years managing a B2B closing team in a velocity or SMB software motion, with a track record of the team hitting its number (not just individual contributor results)
- Experience carrying and holding a team to a self-sourced pipeline generation target; demonstrated ability to coach reps to build pipeline, not just inspect it
- Forecasting experience in short-cycle business where the majority of bookings are sourced intraquarter; 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: use AI tools in your own workflow and expect reps to; ability to pull and interpret pipeline data independently
- Coaching instinct: ability to identify gaps, name them plainly, build reps a path forward, and give direct feedback without personalizing it
- 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: you like the segment, the speed, the volume, and have a consultative understanding of what smaller businesses need
