Sales Manager, SMB - New Business

About G2 - The Company G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users. Now, we have joined forces with Capterra , SoftwareAdvice , and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence. And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI. Does that sound exciting to you? Come join us as we try to reach our next PEAK! About G2 - Our People At G2, everything we are and what we do is grounded in our PEAK values— ( P erformance + E ntrepreneurship + A uthenticity + K indness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn. You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people. About The Role This is a leadership role where you will be leading a team of quota carrying SMB Account Executives (EMEA/APAC) who are responsible for new business acquisition in our Emerging Vendor segment. You will be responsible for achieving revenue goals of your region and segment while driving consistent growth and efficiency. The person in this role needs to be a natural problem solver and a mentor to their team which is working in one of our fastest growing segments selling G2 Marketing Solutions. You will need to own reporting, planning, deal operations and forecast for your team. Since this team will be managing Global customers out of India, this role will require you to work in shifts and collaborate closely with your global counterparts. This role is a hybrid in-office role, with a three-day workweek. In This Role, You Will: Sales (40%) Help your team drive urgency with prospects and help them see value in G2’s solutions. Lead and involve executive engagement and sponsorship on high growth accounts. Maintain a high acquisition rate and average selling price. Drive the culture of self-sourced pipeline development within your team and measure it consistently. Help you team in deal management and negotiations. Operations (20%) Be an adviser to your team on their deals and provide guidance on both strategic and tactical aspects to win a customer. Adapt and implement MEDDPICC methodology for deal reviews and health (while it’s preferable for the candidate to be aware of MEDDPICC, this is not a deal breaker). Drive forecast discipline week-on-week with your team on deals and goals Focus on forecasting accuracy. Drive discipline in organisational training and compliance across your team. Report forecast and performance of your team to your leader week-on-week. Drive adherence to processes and cadence from your team. Drive executive engagement and sponsorship on high growth accounts. Team Management (30%) Create a cadence to conduct frequent review of your team’s performance and their career growth. Success will be measured by the performance of your teams on input metrics, deal hygie