About this role
About the Team
The SMB Sales team is focused on scaling efficient, high-quality sales execution across a range of commercial motions, including Inbound, Outbound, API Sales, Channel, and SDR. We partner closely with Sales Leadership, Revenue Operations, Finance, Enablement, Program Management, and external vendor partners to build scalable operating models that support growth while maintaining a high bar for performance and customer experience.
About the Role
As a Senior Vendor Manager, SMB Sales, you will own performance across our outsourced SMB Sales vendor network.
This is not a traditional vendor management role. We’re looking for a performance-focused operator who can drive large-scale sales execution through vendor partners, rather than someone primarily focused on vendor relationship management.
You will own regional and site-level performance across Tier 1 partners, with responsibility for sales performance, quality, forecasting, governance, operational readiness, and vendor leadership accountability across multiple sales motions.
You’ll work at the intersection of Sales Leadership, Revenue Operations, Finance, Enablement, Program Management, and external vendor executives. You will help ensure the machine performs: surfacing issues early, creating accountability, and driving the operating rigor needed to deliver consistently strong outcomes at scale.
In this role, you will:
- Own regional and site-level performance across revenue, pipeline, conversion, productivity, quality, and other key sales metrics.
- Inspect sales funnel health and diagnose whether performance gaps are driven by quality, execution, routing, enablement, staffing, or process issues.
- Surface underperformance early, diagnose the underlying drivers, and drive urgency around corrective action.
- Build clear corrective action plans with vendor leadership, establish measurable outcomes, and ensure strong follow-through.
- Lead Weekly Business Reviews, Monthly Business Reviews, and Quarterly Business Reviews with vendor partners, ensuring governance forums drive decisions, not just reporting.
- Build and maintain scorecards that make sales performance, quality, operational health, and risk visible.
- Hold vendor leadership accountable for frontline management quality, coaching effectiveness, staffing discipline, and execution rigor.
- Own regional adoption of global playbooks, QA frameworks, and operating standards, using quality trends, call reviews, calibration outputs, and conversion analysis to identify opportunities for improvement.
- Identify recurring operational failure modes and partner cross-functionally to solve systemic issues while maintaining a high bar for customer experience.
- Own forecast quality, pipeline discipline, and risk inspection across assigned regions, building a consistent inspection cadence across motions and partners and pressure-testing vendor forecasts against activity, pipeline, and expected outcomes.
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