Manager, SMB Sales

About XBOW

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand.

AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead.

Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security.

We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security.

Your Role

As Manager of SMB Sales, you will lead and scale a team of Account Executives focused on high-velocity new business across companies with $100M–$1B in annual revenue.

You will be responsible for building a high-performing, metrics-driven team that consistently exceeds revenue targets while delivering a best-in-class buyer experience. This role combines frontline leadership, deal coaching, pipeline management, and operational rigor.

You’ll partner closely with SDR, Sales Engineering, Marketing, and RevOps to ensure strong pipeline generation, efficient deal execution, and continuous improvement of the SMB sales motion.

Success in this role comes from developing talent, driving accountability, and building repeatable systems that scale.

What You’ll Do

Team Leadership & Coaching

• Hire, onboard, and develop a team of SMB Account Executives

• Provide hands-on coaching across discovery, qualification, demo, and closing

• Run consistent 1:1s, call reviews, and deal strategy sessions

• Elevate team performance through structured feedback and enablement

Pipeline & Forecast Management

• Own team pipeline health, conversion rates, and forecasting accuracy

• Drive disciplined pipeline generation and inspection cadence

• Ensure consistent execution of sales methodology and qualification standards

• Accurately forecast weekly, monthly, and quarterly revenue

Deal Execution & Support

• Actively support reps in strategic deals and complex sales cycles

• Help unblock deals by engaging with senior customer stakeholders when needed

• Reinforce strong value articulation tied to risk reduction and security outcomes

Cross-Functional Collaboration

• Partner with SDR leadership on inbound/outbound strategy and coverage

• Collaborate with Sales Engineering to optimize technical evaluations and demos

• Work with Marketing and RevOps to refine messaging, campaigns, and processes

Operational Excellence

• Build and refine scalable sales processes for a high-velocity SMB motion

• Leverage tools like Salesforce, Gong, and analytics dashboards to drive insights

• Identify gaps in funnel performance and implement improvements

Who You Are

• 3–6+ years of experience in B2B SaaS sales

• Proven track record of managing and coaching quota-carrying reps

• Experience in high-velocity SMB or mid-market sales environments

• Strong forecasting discipline and pipeline management skills

• Demonstrated ability to hire, ramp, and retain top sales talent

• Data-driven mindset with comfort using modern sales tools (Salesforce, Gong, etc.)

• Strong communication and coaching skills, with a hands-on leadership style

Bonus if you have

• Strong preference for 1–2 years in a sales leadership or at least team lead role

• Experience selling technical products (cybersecurity, DevOps, developer tools, or infrastructure software)

• Familiarity with security buying processes (risk, compliance, trust-based sales)

• Experience in a high-growth or scaling SaaS company

• Background in building or scaling SMB sales motions from early stages

What We Offer:

• Compensation & Equity: Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.

• Career Growth: Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.

• Meaningful Work: You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

What Else You Should Know

• Location: Remote - Arlington, VA (Hybrid preferred)

• Contract: Full-time

• Hiring Process:

  • Introduction with Talent

  • Hiring Manager Interview

  • Role Related Interviews

  • Final Interview

At XBOW, we leverage AI every day, it's embedded in our product and our sales approach. But for this role, we’re seeking someone who brings genuine curiosity, empathy, and persistence. If that's you, we'd love to connect.