Manager, SMB Sales

At Homebot, we believe that every team member has an important role to play in bringing our mission statement to life. How do we do this? By keeping a clear focus on culture and engagement, and creating an environment where people are valued. We’re looking for go-getters to join us!

Homebot is a Homeownership Platform for Lenders, Real Estate & Insurance Agents, and title companies that drives client retention and referrals. Homebot’s “special sauce” is that it helps homeowners and homebuyers (aka: our customer’s clients) to build wealth through homeownership. Our customers include Mortgage Lenders, Real Estate Agents, Banks, Credit Unions, Loan Servicers, Insurance agencies and Title Companies.

The Role

We’re growing our Independent Mortgage Banking sales team and are looking for a driven, optimistic, and coachable Sales Manager to lead and scale a high-performing group of 6–8 SMB Account Executives and 1–2 Market Development Representatives. This leadership role will include player-coach responsibilities — you’ll own day-to-day management of both fast-moving transactional and longer-cycle deals while also participating directly in customer-facing activities as needed to model the pitch, run demos, and help close strategic opportunities. You’ll build repeatable processes and run disciplined pipeline and forecasting cadences.

In this role you will run the full sales management stack: 1:1 coaching, deal reviews, pipeline hygiene, forecasting cadence, recruiting and onboarding, performance plans, and ramp programs. You’ll guide the team across both transactional and strategic deal cycles. You should be a pragmatic people-leader and a tactical seller — comfortable with CRM-driven forecasting, outbound motion, and the mechanics of closing. You’ll rely on proven sales frameworks (MEDDICC or similar), enforce activity and conversion KPIs, and hold reps accountable to clear performance standards. Familiarity with mortgage lending, independent mortgage banks, loan officers, or the broader real-estate ecosystem is a big plus.

This is a full-time position based in our Denver, CO office. We operate on a hybrid work model — you’ll be expected to be in-office on Tuesdays, Wednesdays and Thursdays, with the option to work from home Mondays and Fridays.

What You’ll Do:

• Lead, hire, coach and develop a high-performing team of 6–8 Account Executives and 1–2 Market Development Representatives.

• Own the team quota and deliver predictable monthly and quarterly bookings to meet company targets.

• Manage full sales cycle execution for net-new revenue and expansions.

• Maintain strong pipeline health and coverage, enforcing hygiene standards and driving improvements in conversion and velocity.

• Run and improve sales rituals: forecasting cadence, 1:1s, weekly pipeline reviews, deal reviews, and onboarding.

• Coach AEs on qualification frameworks (MEDDICC or similar), negotiation, deal strategy and closing execution.

• Own hiring, onboarding, compensation plans, performance reviews, performance improvement plans (PIPs) and, when necessary, terminations for direct reports.

• Collaborate cross-functionally with GTM Ops/Sales Ops, Marketing, Product, Legal and Finance to improve win rates, handoffs, and customer experience.

• Join account executives on customer office visits and industry conferences to support deal execution, strengthen customer relationships, and surface market insights.

• Surface market feedback — buyer objections, messaging resonance and product-market fit insights — to inform Marketing, Product and GTM strategy.

• Foster a collaborative, accountable and learning-oriented sales culture.

The Impact You’ll Make

Within 1 month, you will:

• Complete onboarding and product training, build command of the pitch, and begin player-coach activities (shadowing, co-selling, and taking discovery calls).

• Meet 1:1 with all sales reps and key GTM partners to understand current deals, ramp status, and team dynamics.

• Establish core sales rituals (weekly 1:1s, pipeline reviews, deal reviews, forecasting cadence) with clear agendas/templates.

• Review pipeline and refine key metrics (pipeline coverage, activity, win rates, average deal size, sales cycle by segment) to align with company goals.

• Update CRM dashboards to reflect the refined metrics and share the first team forecast with the VP of Sales.

Within 3 months, you will:

• Deliver reliable weekly forecasts with improved accuracy and clear action plans for at-risk opportunities.

• Complete coaching plans for all reps; improve ramp and performance, identifying hiring needs where capacity or skill gaps exist.

• Demonstrate command of the demo experience — running demos confidently and coaching reps to excel.

• Drive pipeline improvements toward consistent 4:1 coverage and increase opportunity→demo and demo→close conversion rates.

• Partner with Marketing and Sales Enablement to refine outreach, messaging, and demo strategies.

• Run the first formal performance-review cadence and document outcomes and next steps.

Within 6 months, you will:

• Demonstrate measurable improvements in per-rep productivity and outcomes.

• Reduce friction in sales execution by improving deal velocity and strengthening playbooks for discovery, demo, and negotiation.

• Institutionalize onboarding and ramp programs so new hires ramp predictably.

• Attend conferences and in-person customer meetings to support and help close business.

Within 1 year, you will:

• Consistently hit the team’s aggregate quota while improving forecast accuracy and shortening sales cycles where feasible.

• Own a mature, repeatable sales playbook for SMB that improves win rates and shortens ramp time.

• Scale hiring and development processes to expand the team while preserving high performance and culture.

• Serve as a primary source of market feedback for Product and GTM strategy — surfacing repeatable objections, messaging insights, and product opportunities.

What You Bring

• Sales management experience: 1–2+ years managing B2B closing teams, with direct experience coaching quota-carrying AEs.

• Track record of quota attainment: Demonstrable history of driving teams to consistent quota attainment and overachievement.

• Pipeline & forecasting expertise: Strong experience enforcing pipeline hygiene, maintaining 4:1 coverage and delivering reliable forecasts.

• Sales methodology knowledge: Familiarity with qualification frameworks (MEDDICC or equivalent) and deal coaching.

• Operational experience: Comfortable using CRM (Salesforce preferred) for forecasting, reporting and coaching; experience running PIPs and formal performance reviews.

• Communication & leadership: Exceptional written and verbal communicator; strong people manager who hires, develops, and scales teams.

• Customer focus & commercial orientation: Consultative selling mindset with a passion for new business and expansion ARR.

• Startup / high-velocity fit: Self-motivated, entrepreneurial, adaptable and energized by a fast-moving environment.

Bonus Points

• Prior experience selling SaaS into the mortgage vertical, independent mortgage banks, loan officers or related real-estate audiences.

• Familiarity with the broader real-estate ecosystem (REAs, title, insurance).

• Experience managing both SMB sales teams at scale.

Culture and Values Mission

Homebot values and is enriched by a variety of perspectives. We believe that everyone comes from a diverse set of backgrounds and each member brings different skills to the group.

Homebot is proud to be an equal opportunity employer and we encourage all applicants to apply. All qualified applicants will receive consideration for employment, transfer, or promotion opportunities without regard to race, color, religion, gender, gender identity or expression, sexual orientation including transgender status, national origin/ancestry, genetics, pregnancy, disability, age, marital status, familial status or veteran status. Research shows that underrepresented groups may hesitate to apply unless they meet every requirement. If this role excites you, we encourage you to apply even if you don’t check every box!

Who We Strive To Be as Homebotters:

• We are Humbly Hungry

• We are Courageously Authentic

• We Challenge Limiting Beliefs

• We Keep our Eye on the Ball, Hand in the Dirt

• We win, lose and grow as a team, together!

Read about how we rolled out these values to the organization!

Why Homebot?

We believe in a collaborative, fun work environment. And when we say we have an awesome culture, we mean it. The team members, aka Homebotters, are not only passionate about our product, but also about how they interact with each other. We encourage one another to grow, learn, and continuously improve, and to have fun doing it. We are professional when we need to be and goofy when it’s time to celebrate a win. We realize we might be a little biased so we encourage you to visit BuiltinColorado’s Best Places to Work list (#57), 50 Best Startups to Work For in Colorado (#5), and 50 Best U.S. Startup Companies (#40) for 2025!

With the mortgage and tech industries being highly male-dominated, we're proud to be a tech company in the mortgage space with ~40% female employees across the organization.

Perks/Benefits:

• Medical (Aetna) / Dental (Aetna) / Vision (VSP)

• Homebot covers 99% for the employee and 70% for dependents For 2 PPO plans

• 401(k) match

• Homebot matches 100% on the first 3% and an additional 50% on the next 2% (Homebotter contributes 5% and receives 4% from Homebot!)

• Pet insurance

• Legal insurance

• Flexible Vacation Policy - we believe in taking care of yourself & rewarding team members so we offer a flexible time off policy!

• 6 days of Sick/Mental Health time

• Paid Parental Leave - 12 Weeks!

• Access to Wellhub with employer discount (previously known as Gympass)

• Hybrid Working Model

• Budget for Home Office Setup

• Denver EcoPass for light rail and bus system

• Office location in RiNo neighborhood in Denver with complimentary parking

• Weekly lunch delivery service in-office on Thursdays

• Quarterly offsite events like Rockies games, holiday parties, etc.

• Free Employee Assistance Program & Mental Health Coaches

• Continuing Education / Tuition Reimbursement Program

• Annual Training Budget for Professional Development

• We are actively finalizing changes for our 2026 benefit offerings, and will communicate those with any candidates engaged in the final stages of this hiring process