Manager of Account Executives (SMB) (Position located in DC) (Hybrid)

About KnowBe4

Join the cybersecurity company that puts security first; literally and without compromise. At KnowBe4, our AI-driven Human Risk Management platform empowers over 70,000 organizations worldwide to strengthen their security culture and transform their workforce from their biggest vulnerability into their strongest security asset. As the undisputed industry standard with unusually high customer retention rates and recognition as a Leader by G2 and TrustRadius, we're not just providing security awareness training - we're redefining what it means to be a trusted security partner in an increasingly complex threat landscape.

Our team values radical transparency, extreme ownership, and continuous professional development in a welcoming workplace that encourages all employees to be themselves. Whether working remotely or in-person, we strive to make every day fun and engaging; from team lunches to trivia competitions to local outings, there is always something exciting happening at KnowBe4.

Arlington positions open to candidates located in the Washington, DC area.

The Opportunity

Lead and develop our high-performing SMB sales team while driving organizational growth by building world-class sales professionals who excel at helping small-to-medium businesses build human-centered security programs. You'll manage a dynamic team of 12-15 Account Executives, owning team performance from pipeline development through quota achievement. The successful candidate has proven sales leadership experience, a passion for developing talent, expertise in cybersecurity sales, and a track record of building teams that consistently exceed revenue targets.

What You'll Do

Drive Team Revenue Growth: Lead your team of 12-15 Account Executives to consistently achieve/exceed sales quotas through strategic coaching, performance optimization, and best-in-class sales methodology implementation
Master Pipeline Leadership: Conduct weekly pipeline reviews with all Account Executives, maintain accurate team forecasting, and ensure data-driven decision making that results in predictable revenue achievement and sustainable growth
Develop Sales Talent: Provide dynamic coaching and mentorship to build world-class sales professionals, including hands-on support with closing deals, handling objections, reactivating dark accounts, and implementing personalized development plans
Champion Sales Innovation: Drive adoption of AI-powered sales technologies and platforms while identifying opportunities to streamline workflows, automate repetitive tasks, and optimize team productivity through cutting-edge tools and methodologies
Cross-Functional Leadership: Collaborate with marketing, customer success, and sales operations teams to maximize lead conversion, participate in strategic initiatives, and ensure seamless execution of KnowBe4's value proposition across all customer touchpoints

You'll Excel Here If

1+ years of sales management experience leading high-performing teams with 3+ years of quota-carrying experience in IT, SaaS, or cybersecurity sales with consistent overachievement
Talent Development Expertise: Proven ability to coach, mentor, and build world-class sales professionals through trust, collaboration, and performance-driven leadership
Technical Sales Mastery: Deep understanding of cybersecurity concepts, compliance frameworks (SOC 2, HIPAA), and ability to guide teams in articulating complex security solutions to diverse business audiences
Sales Technology Leadership: Advanced experience with sales tools including SalesLoft, Gong, Marketo, ZoomInfo, Salesforce, and other AI-powered platforms that leverage automation and machine learning
Data-Driven Management: Expertise in utilizing analytics and reporting tools to monitor KPIs, identify improvement opportunities, and provide actionable coaching that drives measurable performance improvements
Results-Oriented Leadership: Demonstrated track record of building and maintaining high-impact, mission-driven teams while mastering closing techniques, discovery methodologies, and all key elements of the sales cycle
Hybrid Work Enthusiast: Thrives in our collaborative 4-day in-office environment where high-energy teamwork and spontaneous collaboration drive innovation, while appreciating the flexibility that hybrid work provides

Why You'll Love It Here

Leadership Impact: Build and develop the next generation of cybersecurity sales professionals while directly contributing to organizational growth and market leadership
Industry Leader