SMB Sales Manager

SMB Sales Manager role for leading and coaching field reps selling fiber internet to small and mid-size business tenants in a multi-tenant lit building portfolio.

Responsibilities

• Lead, coach, and develop a team of SMB field sales reps focused on tenants across 123NET’s lit building portfolio
• Collaborate with the team to drive activity and close net new tenant business, with hands-on field execution (not a desk role)
• Own monthly MRC production goals and drive consistent attainment through structured activity management
• Build and maintain a pipeline across your team’s full building portfolio, including tenant penetration tracking by building and focus area identification
• Recruit, interview, hire, and onboard new SMB team members as the team grows
• Run a structured weekly team meeting for skill development, win sharing, and commitment close (not a pipeline status call)
• Conduct weekly rep-led 1:1s focused on coaching and action plans
• Partner with the VP on module territory design, comp plan structure, and team growth planning
• Maintain CRM discipline across the team, ensuring every activity is logged and opportunities are staged accurately to a consistent standard
• Coordinate with NOC, provisioning, and account management teams to protect customer experience and support smooth tenant onboarding
• Report monthly on team MRC, lit building activation count, headcount, pipeline coverage, and tenant penetration rate

Requirements

• 3+ years of B2B sales experience with demonstrated personal quota attainment from an individual contributor seat
• 5+ years of sales management, team lead, or formal coaching experience, with a record of developing sellers
• High-volume outbound sales experience, with firsthand understanding of prospecting execution
• Telecom, fiber, technology, or connectivity industry experience is a strong plus
• CRM proficiency, including managing the team’s pipeline in the CRM and enforcing pipeline discipline
• Proven ability to recruit, screen, and hire sales talent as part of building a team
• Michigan-based and able to travel throughout the state, including visiting buildings, accompanying the team on calls, and meeting key accounts

Technologies

• CRM

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Vision insurance

Location

• Southfield, MI (Hybrid)
• Remote work combined with field work; MUST live within Michigan
• Work location: Hybrid remote in Southfield, MI 48075

What Success Looks Like

• Learn the lit building portfolio, including active buildings, tenant mix, and current penetration rate
• Set a personal prospecting rhythm aligned with the team
• Build rapport with each team member and deliver at least one structured coaching session per sales professional
• Design or refine the team’s module territory structure in partnership with the VP
• Run three consecutive weekly team meetings using a structured agenda: skill focus, win sharing, commitment close
• Deliver the first monthly MRC report to the VP with accurate pipeline and building data