Senior Manager, Sales, SMB & EDU
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Job Description
Senior sales leader building Custom Ink’s SMB and education sales motion. Developing teams, vertical GTM strategies, pipeline discipline, and collegiate sales frameworks.
Responsibilities:
- Build and lead a verticalized SMB and Education sales motion
- Translate company growth strategy into repeatable pipeline generation, sales execution, and team development
- Design and execute GTM strategies across SMB segments including Technology, Financial Services, Healthcare & Life Sciences, Industrial Services & Trades, Municipal & Government Organizations, and Professional Services
- Develop GTM strategies for the collegiate and K–12 educational ecosystem
- Recruit, onboard, and develop an inclusive, high-performing team of AEs and SDRs
- Provide continuous coaching and structured onboarding curricula
- Build institutional sales frameworks with Athletic Departments, Student Organizations, and purchasing teams
- Leverage Custom Ink’s collegiate licensing footprint
- Own and manage the vertical revenue forecast for senior leadership
- Establish CRM data discipline, opportunity validation, and pipeline stability
- Partner with Marketing on cobranded demand generation
- Align with Sales Enablement to publish vertical playbooks
- Represent SMB and EDU customer needs in product development
- Cultivate team well-being and Custom Ink’s core values
- Meet quarterly and annual revenue targets while maintaining 3x pipeline coverage
- Increase month-over-month new-logo acquisition across target verticals
- Maintain forecasting variance within a ±10% target threshold
- Launch a documented collegiate sales blueprint and core SMB/EDU vertical playbook library
- Optimize onboarding time to productivity, equitable quota attainment, team engagement, and retention
Requirements:
- 8–12+ years of progressive sales experience
- At least 4–5 years in a leadership role managing closing (AE) and/or pipeline generation (SDR) teams
- Experience in fast-paced, high-volume growth environments
- Experience designing and executing GTM strategies across SMB industry verticals
- Strong commercial exposure to the education market
- Experience navigating higher education procurement, collegiate licensing frameworks, or K–12 district organizational purchasing highly valued
- Strong command of forecasting methodologies
- Experience with CRM platforms; Salesforce preferred
- Experience with consultative, value-based sales frameworks such as MEDDIC, Challenger, or SPIN
- Ability to recruit, onboard, develop, and coach inclusive, high-performing AE and SDR teams
- Ability to align cross-functional goals with Marketing, Product, and Finance
- Must reside in a state where Custom Ink is registered to do business as an employer; eligible states include AL, AZ, CA, CO, CT, DC, DE, FL, GA, ID, IL, IN, KY, LA, MA, ME, MD, MI, MN, MO, MS, NC, NH, NJ, NM, NV, NY, OH, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI, WV
- Ability to remain stationary for extended periods while working at a computer
- Regular use of standard office equipment, including computer, keyboard, mouse, and telephone
- Satisfactory completion of a criminal background check
- Must comply with Custom Ink’s AI interview policy; AI tools may not be used during live interviews to generate, draft, suggest, or influence responses
Benefits:
- Quarterly performance bonus targeted at 20% of base salary, tied to individual/company performance and continued retention
- Equity compensation
- Flexible paid time off policies
- Major paid holidays
- Medical, Dental, and Vision coverage through a PPO or HDHP plan
- Virtual medical consultations through MDLIVE
- Mental health services through preferred partners
- Up to 14 weeks of fully paid parental leave for birthing parents
- 8 weeks of fully paid parental leave for non-birthing parents
- Adoption assistance
- Pet insurance
- Caregiver leave
- Fertility benefits
- 401(k) plan with company matching
- Employer HSA contributions for eligible plans
- Life & AD&D insurance
- Flexible spending account options
- Training programs
- Certifications
- Tuition assistance
- Minimal travel, as determined by business needs
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