Senior Manager, Presale Practice

At SmartBear, we believe building great software starts with quality—and we’re helping our customers make that happen every day. Our solution hubs—SmartBear API Hub, SmartBear Insight Hub, and SmartBear Test Hub, featuring HaloAI, bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft. 

Senior Manager, Presale Practice

Why You Should Join Us: 

• Innovate with Us: Advocate for proven, cutting-edge technology that drives real results. 
• Collaborative Culture: Thrive in a dynamic, entrepreneurial environment where your expertise is valued. 
• Focus on Impact: Support technical sales without the hassle of quotas or cold calling. 
• Grow and Lead: Access the tools and training you need to become an industry leader. 
• Stay Ahead: Engage with the latest software innovations through webinars, tradeshows, and more. 

About the Role: 

The Presales Practice Manager plays a crucial role in enabling the efficiency and effectiveness of the presales function. This individual will support and develop high-performing sales engineers, solution architects, sustomer success engineers, and account executives by driving tight collaboration between the go-to-market and product organizations and ensuring alignment with SmartBear’s broader revenue growth and retention strategies. This role will focus on optimizing process and data & reporting, managing presales-specific tools, content coordination, collaboration & communication, and ensuring presales go-to-market readiness. The ideal candidate is process-oriented, tech-savvy, and thrives in a cross-functional environment. 

As a Presales Practice Manager will be responsible for: 

• Collaboration with Product & Product Marketing: There should be no light between products and presales. Ensure the voice of customer and voice of sales is considered in positioning and product roadmap. Owns of the GTM/Product feedback loop, including maintaining regular cadences, a centralized feedback repository, and win/loss analysis.  
• Process Optimization: Collaborate with leadership to streamline and standardize presales processes, including how the team collaborates with other organizations, demo environment & deployment strategies, and solution design documentation. 
• Presales Field Readiness: Owns the continuous product and technical enablement strategy and closely collaborates with the sales enablement and product teams to facilitate enablement execution. Enablement strategy is formed by a combination of alignment with the product roadmap and a measuring current state of presales skill readiness.  
• Content Coordination: Assist in the creation, organization, and maintenance of reusable technical content, including the Consensus platform, customer onboarding content, demo narratives, and solution briefs. Acts as a partner to product marketing ensuring consistency in execution of events and content. 
• Tool Management: Manage and support key presales systems (e.g., CRM, central product feedback repository (Jira), demo platforms, knowledge bases), Consensus, HeyGen. 
• Data & Reporting: Track and report on presales activity, win/loss analysis, skills matrices, resource utilization, customer onboarding progress, and other key performance indicators (KPIs). 
• Demos & Demo Narratives: Engage the presales teams to determine how to ensure complete product and use-case coverage is represented in demo systems and ensure presales SEs are executing their customer engagements consistently through shared best practice and standardized demo narratives. 
• Strategize for Success: Partner wi