Swoogo

• Intake, prioritize, and execute internal AI tool requests from stakeholders across the org • Build and ship internal tools using AI APIs (Claude, OpenAI, etc.), MCP workflows, and modern deployment platforms (Vercel, GitHub) • Audit and document existing MCP integrations to identify which are reliable, which have data gaps, and which should be deprecated or improved • Establish best practices for how internal teams use AI tools, including security, credential management, token usage, and version control • Manage the full lifecycle of internal tools: scoping, building, deploying, credentialing, monitoring usage, and iterating based on feedback • Identify opportunities proactively rather than waiting to be assigned tasks, bringing a creative and strategic lens to where AI can drive the most impact • Collaborate with Engineering and Product to bridge gaps between internal tooling needs and platform capabilities

• Build and maintain full-funnel reporting (conversion, cohort, pipeline influence, ROI); proactively surface performance issues and recommend corrective actions. • Establish and enforce shared definitions for lifecycle stages, lead statuses, and funnel metrics to ensure measurement reliability. • Own campaign operations setup, list pulls, enrichment, audience building, UTM tagging, QA, launch, and post-launch performance tracking across email, paid, web, events, and ABM programs. • Translate reporting insights into prioritized experiments across messaging, audiences, offers, nurture paths, and routing. • Create and maintain cross-functional SLAs for lead handoff, speed-to-lead, follow-up, and feedback loops with Sales and RevOps. • Administer and improve HubSpot, Apollo, and Salesforce: workflows, properties, lifecycle logic, campaign objects, integrations, and automation QA in partnership with other RevOps owners. • Evaluate, rationalize, and manage the broader MarTech stack for cost, reliability, scalability, and integration quality. • Build scalable audience systems (segmentation, suppression, enrichment, activation) and maintain data quality standards across the funnel. • Define and operationalize lifecycle strategy: lead scoring, routing, nurture paths, and buyer intent workflows aligned to ICP and buying signals. • Run the Marketing Ops operating model end-to-end: intake, prioritization, build, QA, launch, measurement, and retrospectives across all campaign types.

• Own all HR operations, including onboarding/offboarding, I-9s, employment documentation, and policy administration — ensuring compliance across a fully remote, distributed workforce • Oversee the Talent Acquisition function, removing roadblocks and working closely with Finance and department leads to support high-quality hiring across functions • Drive hiring strategy, compensation benchmarking, and a clear compensation philosophy that enables high performance and fosters engagement • Serve as the go-to person for complex employee relations matters, performance management, and leadership coaching • Utilize systems and own the strategy to promote clear performance expectations, career paths, and accountability to help people grow in a scaling environment • Own engagement and pulse survey strategy, translating insights into meaningful initiatives that impact overall employee engagement and satisfaction • Lead all aspects of employee offboarding and terminations, including termination conversations, severance delivery, exit interviews, CIIA and key custodian agreement execution, and offboarding communications • Administer and evaluate employee benefits programs, including vendor relationships and annual enrollment cycles, with a focus on alignment to employee needs and company values • Act as project manager for two bi-annual all-company offsites and the annual Swoogo Society incentive trip for top performers, coordinating external planners, vendors, logistics, and communications • Facilitate weekly all-company touchpoints, including the company huddle, ensuring remote employees stay informed and engaged • Manage employee recognition programs, including performance-based awards (e.g. MVP and Quota Crusher) and milestone recognition • Maintain and evolve the company org structure documentation to ensure transparency and cross-functional alignment • Serve as a strategic advisor to the executive team on org design, headcount planning, total rewards, and people strategy • Build and develop a growing People team • Partner cross-functionally with Finance, Legal, and department leads to align people strategy with business goals

Who You Are You're a people-first leader who believes culture is strategy and you have the track record to prove it. You thrive in environments where you can operate across the full HR spectrum, moving fluidly from hands-on compliance work to executive-level people strategy without missing a beat. You're a trusted advisor, a skilled operator, and a genuine culture champion. In a fully remote company, you understand that connection doesn't happen by accident. It takes intention, creativity, and follow-through. You bring all three. You're also genuinely excited about AI, not just as a buzzword, but as a real lever for doing your best work. You actively look for ways to use AI tools to move faster, think bigger, and free up space for the human moments that matter most. As VP of People Operations at Swoogo, you serve as the senior-most People leader in the organization, reporting directly to the CFO. You own the full people function from foundational People operations and compliance to talent strategy, employee relations, and the culture that makes Swoogo an amazing place to work. You are simultaneously the architect, the operator, and the culture keeper, and you’ll play a key role in shaping the future of how we work at Swoogo. About the Role In this role, you will: - Own all HR operations, including onboarding/offboarding, I-9s, employment documentation, and policy administration — ensuring compliance across a fully remote, distributed workforce - Oversee the Talent Acquisition function, removing roadblocks and working closely with Finance and department leads to support high-quality hiring across functions - Drive hiring strategy, compensation benchmarking, and a clear compensation philosophy that enables high performance and fosters engagement - Serve as the go-to person for complex employee relations matters, performance management, and leadership coaching - Utilize systems and own the strategy to promote clear performance expectations, career paths, and accountability to help people grow in a scaling environment - Own engagement and pulse survey strategy, translating insights into meaningful initiatives that impact overall employee engagement and satisfaction - Lead all aspects of employee offboarding and terminations, including termination conversations, severance delivery, exit interviews, CIIA and key custodian agreement execution, and offboarding communications - Administer and evaluate employee benefits programs, including vendor relationships and annual enrollment cycles, with a focus on alignment to employee needs and company values - Act as project manager for two bi-annual all-company offsites and the annual Swoogo Society incentive trip for top performers, coordinating external planners, vendors, logistics, and communications - Facilitate weekly all-company touchpoints, including the company huddle, ensuring remote employees stay informed and engaged - Manage employee recognition programs, including performance-based awards (e.g. MVP and Quota Crusher) and milestone recognition - Maintain and evolve the company org structure documentation to ensure transparency and cross-functional alignment - Serve as a strategic advisor to the executive team on org design, headcount planning, total rewards, and people strategy - Build and develop a growing People team - Partner cross-functionally with Finance, Legal, and department leads to align people strategy with business goals What You've Done Before - 8–15+ years of progressive HR/People leadership experience and a Bachelor’s Degree in Human Resources, business or a related field - Experience supporting companies through scaleup stages (100–500+ employees) - Proven ability to operate across the full HR spectrum, from administrative fundamentals to board-level people strategy - Experience with talent acquisition teams and full-cycle recruiting and compensation design - Employee relations, performance management, and manager development - Hands-on experience managing terminations and severance processes, including legal documentation and sensitive communications - Benefits administration, including vendor management and open enrollment - Experience with large-scale company events, offsites, or culture programs - Strong EQ, communication skills, and trust-building ability across all levels of an organization It'd Be Great if You've Done This - Deep experience in a remote-first, high-growth SaaS or tech environment - Built or scaled a People team - Led ERG strategy, DEI programming, or culture committee work - Experience in event technology, martech, or an adjacent SaaS vertical Swoogo & How We Work Learn more about Swoogo, how we work, and our Perks & Benefits.

• Own complex account relationships by engaging multiple senior stakeholders and influencers within prospect and customer accounts. • Proactively generate pipeline through strategic prospecting outbounding, including cold calls, personalized email campaigns, LinkedIn outreach, and creative multi-touch sequences designed to open new doors within your territory. • Establish yourself as a trusted advisor, bringing compelling insights, ideas, and best practices, and driving follow-through execution. • Build and maintain a healthy pipeline, balancing inbound and outbound opportunities, with clean CRM hygiene at all times. • Create territory and account plans that accurately map your highest propensity to buy targets, and the strategy to win these targets. • Deliver reliable forecasting on a monthly, quarterly, and annual basis, including pipeline health, risks, and upside potential. • Leverage data and insights from your accounts to evolve your account strategy and increase your win rate. • Execute with urgency on inbound leads, ensuring timely follow-up, progression through the funnel, and maximum conversion. • Lead a consultative sales process by becoming an expert in both the events industry and the Swoogo platform. • Drive collaboration across departments and teams, including Sales Development, Account Management, Product Enablement, and Customer Success, to ensure a cohesive customer journey. • Consistently meet or exceed your targets, driving both revenue and new logo acquisition.

Who You Are You’re a sales professional who thrives in more complex environments and longer-term wins. You get energized by introducing mid-market and enterprise-scale organizations to a SaaS platform that fundamentally changes how events are planned, governed, and experienced at scale. You understand that selling to larger teams means navigating multiple stakeholders, aligning to business outcomes, and matching the right message to the right moment. You believe strong relationships are the foundation of enterprise selling. You’re curious, thoughtful, and customer-first, with the discipline to ask sharper questions, listen for what’s not being said, and guide buyers through nuanced decisions. You’re motivated by growth, both your customers’ and your own, and you see this role as a stepping stone toward full enterprise solution selling. You’re proactive, highly organized, and comfortable managing longer deal cycles with higher stakes. You balance attention to detail with big-picture thinking, and you know how to build momentum across committees, timelines, and priorities. You’re competitive and goal-driven, but collaborative by nature, and you know how to bring energy and confidence into every interaction. You take your work seriously, but not yourself. You appreciate that even in complex enterprise sales, progress is rarely linear, and a little creativity, resilience, and optimism can turn challenges into wins. Like any great artist, you know that sometimes the best outcomes come from leaning into the process and making something unexpectedly great. About the Role As an Account Executive, Majors, you will play a key role in driving our long-term growth by expanding our customer base and unlocking new business opportunities through a mix of strategic inbound engagement and proactive outbound prospecting. You will focus on organizations with 1,000 to 5,000 employees across a wide range of industries, owning targeted accounts and identifying net-new opportunities. This role calls for strong communication skills, a passion for event technology, and the ability to prioritize strategically to elevate our sales efforts. We are looking for someone with proven experience in SaaS and event technology sales who brings a customer-first mindset. The ideal candidate has a strong track record of prospecting into target accounts, building relationships, navigating complex negotiations, and successfully closing large, high-impact deals. We’re a highly focused, fully remote event marketing software startup. Our clients expect us to be an events industry thought leader, always on the edge of new ideas with an unconventional viewpoint, and that’s what we expect from you. In this role, you will: - Own complex account relationships by engaging multiple senior stakeholders and influencers within prospect and customer accounts. - Proactively generate pipeline through strategic prospecting outbounding, including cold calls, personalized email campaigns, LinkedIn outreach, and creative multi-touch sequences designed to open new doors within your territory. - Establish yourself as a trusted advisor, bringing compelling insights, ideas, and best practices, and driving follow-through execution. - Build and maintain a healthy pipeline, balancing inbound and outbound opportunities, with clean CRM hygiene at all times. - Create territory and account plans that accurately map your highest propensity to buy targets, and the strategy to win these targets. - Deliver reliable forecasting on a monthly, quarterly, and annual basis, including pipeline health, risks, and upside potential. - Leverage data and insights from your accounts to evolve your account strategy and increase your win rate. - Execute with urgency on inbound leads, ensuring timely follow-up, progression through the funnel, and maximum conversion. - Lead a consultative sales process by becoming an expert in both the events industry and the Swoogo platform. - Drive collaboration across departments and teams, including Sales Development, Account Management, Product Enablement, and Customer Success, to ensure a cohesive customer journey. - Consistently meet or exceed your targets, driving both revenue and new logo acquisition. What You’ve Done Before - 4+ years of quota-carrying SaaS sales experience, including at least 4 years as an Account Executive (SDR experience a plus). - Proven track record of consistent quota achievement. - Proficient in Sales Forecasting. - Demonstrated success in generating net new pipeline and closed-won revenue through outbound prospecting. - Experience in leading CRM adoption and improvement by showcasing exceptional Salesforce hygiene. - Previous experience with independently crafting complex sales MAPs, proposals, and order forms. - Consistently demonstrates a thorough understanding of roles and responsibilities within an organization by building multi-threaded relationships throughout the deal cycle. - Experience using CRMs (i.e., Salesforce, Hubspot). It’d Be Great If You’ve Done This - 1+ years in events or event technology. - Understanding of the events industry. - Formal training on solution-based selling methods. Benefits & How We Work Learn more about Swoogo, how we work, and our Perks & Benefits.

• Oversee the customer lifecycle to proactively drive adoption and ensure ongoing client satisfaction and retention of accounts. • Identify and successfully close renewals and expansion opportunities within your accounts. • Achieve or exceed monthly and quarterly targets. • Establish productive, professional relationships with key players in your assigned customer accounts. • Drive engagement, high participation, and increase feature adoption across accounts. • Leverage your knowledge of Swoogo to advise on best practices around product usage with end users. • Ensure swift resolution of account issues by leveraging resources from cross-functional teams, as needed, mainly Support and Product. • Be responsible for having a deep understanding of clients' needs, their overall goals, and how Swoogo can be part of their solutions. • Act as an influencer, connector, and coordinator to make sure that we are pulling together the right team, at the right time, and delivering services in such a way that our customers come to trust and rely on Swoogo even more. • Represent the voice of the customer to provide actionable customer feedback to our product team. • Proactively assess, clarify, and validate customer needs on an ongoing basis.

• Own and drive the way Swoogo goes to market with AI based features • Partner with product to translate technical product capabilities into value based messaging that drive sign-ups, activations, expansions, and customer value. • Partner with Demand Gen to create campaigns that tie product value to pipeline and revenue. • Contribute to positioning and messaging for Swoogo's Platform and AI-based Features, ensuring it resonates with our ICPs and differentiates Swoogo in the market. • Own product launches from end-to-end in collaboration with Product & Engineering, Sales, Marketing, and CX (positioning → messaging → sales enablement → measurement). • Create sales enablement resources (key messaging, battlecards, sales decks, landing pages) that help our teams close deals faster and smarter. • Conduct market, competitive, and customer research to uncover insights that shape product roadmap and GTM strategy. Package insights up for sales and update regularly. • Translate technical features into compelling content (blog posts, web copy, videos, webinars) that highlight customer outcomes and product ROI. • Enable internal teams (Sales, CX, Marketing) with consistent, up-to-date product knowledge and competitive intelligence. • Build strong relationships with Product & Engineering teams to bring the voice of the market into roadmap decisions. • Design and optimize onboarding flows, freemium trials, or product tours to improve time-to-value. • Work with in-app engagement and messaging platforms (Appcues) to educate and convert users.

• Lead, coach, and develop a team of 4-8 Commercial AEs across SMB and Mid-Market territories • Own your team's revenue targets, forecast accuracy, and pipeline health, with full transparency to leadership • Run weekly 1:1s, pipeline reviews, and deal strategy sessions that drive real outcomes (not just check-ins) • Partner with your AEs on complex deals, live calls, and key stakeholder moments to help them close • Identify skill gaps and create individualized development plans that accelerate rep growth and retention • Hire, onboard, and ramp new AEs with a structured approach that gets them to productivity faster • Maintain rigorous Salesforce hygiene across your team and hold reps accountable to CRM standards • Drive a team-wide outbound motion, ensuring reps are consistently generating net-new pipeline — not just working what comes in • Deliver reliable monthly, quarterly, and annual forecasts • Partner cross-functionally with Sales Development, Marketing, Customer Success, and Product to ensure a seamless customer experience • Contribute to sales strategy, territory design, process improvement, and enablement initiatives as the team scales

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As our Sales Manager , you'll lead a team of 4-8 Account Executives focused on SMB and Mid-Market segments across North America. You'll report directly to the Director of Sales and play a pivotal role in shaping how we grow our commercial business. This is a hands-on role where you're in the deals with your reps, on calls, in strategy sessions, helping close, not managing from a distance. In this role, you will: - Lead, coach, and develop a team of 4-8 Commercial AEs across SMB and Mid-Market territories - Own your team's revenue targets, forecast accuracy, and pipeline health, with full transparency to leadership - Run weekly 1:1s, pipeline reviews, and deal strategy sessions that drive real outcomes (not just check-ins) - Partner with your AEs on complex deals, live calls, and key stakeholder moments to help them close - Identify skill gaps and create individualized development plans that accelerate rep growth and retention - Hire, onboard, and ramp new AEs with a structured approach that gets them to productivity faster - Maintain rigorous Salesforce hygiene across your team and hold reps accountable to CRM standards - Drive a team-wide outbound motion, ensuring reps are consistently generating net-new pipeline — not just working what comes in - Deliver reliable monthly, quarterly, and annual forecasts - Partner cross-functionally with Sales Development, Marketing, Customer Success, and Product to ensure a seamless customer experience - Contribute to sales strategy, territory design, process improvement, and enablement initiatives as the team scales Qualifications - 2-3+ years of experience in a sales management role, with direct responsibility for quota-carrying AEs - 2-3+ years of experience carrying your own quota as an Account Executive - Proven track record of hitting team revenue targets in a SaaS environment - Strong coaching chops: you've helped reps improve their discovery, objection handling, and close rates - Experience managing SMB and/or Mid-Market sales motions with shorter, high-velocity deal cycles - Demonstrated ability to forecast accurately and manage pipeline rigorously in Salesforce - Skilled at building multi-threaded relationships across prospect organizations and coaching reps to do the same - Comfortable in a fully remote environment - you communicate with clarity, run tight virtual meetings, and stay connected to your team - Familiarity with sales engagement tools (Apollo, Salesforce, Gong, etc.) and how to use data to coach reps Requirements - Experience in event technology, marketing technology, or an adjacent SaaS vertical - Formal training in solution or consultative selling methodologies (MEDDIC, SPICED, SPIN, Challenger, etc.) - Experience building or contributing to sales playbooks, onboarding programs, or enablement content Benefits - Learn more about Swoogo, how we work, and our Perks & Benefits.