SMB Sales Manager

Have you ever been to a wedding and really noticed everything in the space? The flowers, tables, lighting, and dance floor didn't just appear - dozens of vendors worked behind the scenes to create that magic. The events industry Goodshuffle powers runs on passion and determination. These small businesses have managed operations with spreadsheets at best, memory at worst. We believe they deserve tools that match their dedication to creating life's most memorable moments. Our mission: bring joy to the business of events. The Role You’ll take Goodshuffle’s growth goals and turn them into clear expectations, scalable systems, and strong execution across the sales team. Your value will come from building the people, playbooks, and operating rhythms that make strong performance repeatable. A major part of the role is owning the BDR function end to end. You’ll strengthen the outbound motion, hire and develop the people responsible for running it, create a meaningful path from BDR to AE, and address performance directly when someone is not meeting the bar. You’ll also give leadership a clear and honest view of the funnel. That means identifying problems before they affect revenue, building a forecast based on what is actually happening in the pipeline, and bringing forward both the risk and your recommendation for what we should do next. Goodshuffle has a strong inbound foundation and an outbound motion that is still taking shape. You’ll inherit an established sales methodology, meaningful call and performance data, and early playbooks that need to become more consistent, measurable, and scalable. Success looks like a sales organization that becomes more consistent and capable as it grows: more fully ramped reps hitting quota, more reliable forecasts, a healthier outbound pipeline, and enough strength on the bench that one departure does not stall progress. Core Responsibilities Pipeline Engine Build the outbound BDR motion into a consistent source of AE-accepted, DRIVE-qualified opportunities. Use call data, conversion performance, and AE feedback to improve targeting, messaging, coaching, and handoff quality. Hold the team accountable to both activity and outcomes without confusing more volume with better performance. Team and Talent Maintain a strong hiring pipeline for future BDR openings. Develop BDRs toward clear AE promotion standards and make advancement decisions based on demonstrated readiness. Address underperformance early, coach directly, and make timely decisions when improvement does not happen. Funnel Discipline and Forecasting Monitor rep performance against meaningful expectations and identify risk early enough to intervene. Build and defend the forecast through deal-by-deal inspection—not rep optimism. Own the standards and accountability that keep CRM data and DRIVE documentation reliable. AI and Automation Use AI and automation to improve outbound quality, coaching, call analysis, and CRM workflows. Look for ways to increase productivity and pipeline coverage without treating additional headcount as the first answer. Market and Product Authority Build meaningful expertise in the event rental industry and the customers Goodshuffle serves. Translate customer, competitive, and vertical insight into practical coaching that improves how the team sells. Non-Negotiables Proven builder: You have led at least two distinct examples of building, rebuilding, or meaningfully scaling an SDR or BDR function. Systems-oriented: You reach for clear standards, playbooks, data, and coaching rhythms rather than relying on personal heroics. Disciplined: You hold the team to a consistent standard and communicate the forecast leadership needs to hear—even when it is not the number anyone wants. Decisive: You make timely, evidence-based decisions about hiring, performance, promotion, and termination. Discerning: You can diagnose the most important problem in a rep’s performance rather than trying to fix everything at once. Curious: You a…