Onshape SMB Manager
RemoteUnited Kingdom
Job Summary
Own and exceed the team's quarterly and annual revenue quota across new business and expansion segments for the EMEA market. Manage a team of 4–8 SMB Account Executives by running weekly 1:1s, deal reviews, and coaching sessions. Build and maintain a clean, accurate forecast using SFDC while communicating pipeline health to sales leadership. Design and run onboarding and ongoing enablement programs to ramp reps to full productivity fast. Partner with Marketing, SDRs, and Customer Success to align pipeline generation efforts and optimize the full funnel. Identify performance gaps early and act on them, carrying select strategic deals where executive presence is required. Collaborate with broader EMEA sales leadership on territory planning and headcount strategy.
Required Qualifications
- Demonstrated ability to coach AEs through a high-velocity, product-led sales motion
- Forecast discipline: ability to know the difference between pipeline and pipeline and ensure numbers reflect it
- Strong enablement instincts: ability to build playbooks
- Familiarity with CAD, PDM, PLM, or adjacent engineering software
- Ability to learn the technical landscape fast
- Proven track record managing inbound-heavy funnels alongside structured outbound programs
- Comfort operating in a fast-moving SaaS environment where product adoption often precedes the sales conversation
- 5–10 years in B2B SaaS sales
- 2+ years in a front-line sales management role
- Proven track record of meeting or exceeding team quota in a high-velocity commercial or mid-market segment
- Experience with using MEDDICC and Command of the Message sales methodologies
- Salesforce proficiency
- Familiarity with sales engagement tooling (Outreach, Salesloft, or similar)
Desired Qualifications
- Familiarity with CAD, PDM, PLM, or adjacent engineering software is a plus
- Ability to learn the technical landscape fast is required (contextualized as a plus in the 'Preferred Skills' section)
- Bachelor's degree in Business, Engineering, or a related field preferred
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