SMB Team Lead

About NewtonX

NewtonX is a B2B insights company trusted by the world's most innovative companies to make high-stakes decisions with confidence. We combine a verified network of business professionals with AI-powered research tools to deliver research intelligence faster, more precise, and more defensible than traditional methods.

Our clients include Google, Microsoft, TikTok, DoorDash, Stripe, and Coinbase. Our research has been cited by Fortune, Forbes, TechCrunch, Adweek, and the Wall Street Journal.

NewtonX has raised $47M from investors including Two Sigma Ventures, Third Prime, XFund, and Citi Ventures.

About the Role

Small and Medium Business (SMB) clients are one of NewtonX's biggest growth priorities. As we introduce more self-serve tools and make high-quality B2B research accessible to a far wider set of buyers, we are investing heavily in the team that serves this segment — where speed, volume, and a product-led motion matter most.

The SMB Team Lead is a true player-coach role. You will carry your own revenue target while managing a small team of SMB Account Executives and reps working our inbound lead flow. You are accountable for both your own book and your team's performance: pipeline discipline, deal coaching, ramping new hires, and building the repeatable playbooks that let a high-velocity team scale.

This role is designed to grow. We expect the person in this seat to expand the SMB team and, as it scales, to step into a Regional Vice President (sales senior leadership) role at NewtonX. If you want to build a team rather than inherit one, this is the seat.

Location: New York City or remote (US)

In this role, you will:

• Carry and deliver an individual revenue target, owning a book of SMB clients and prospects end to end

• Manage, coach, and develop a team of SMB Account Executives - running 1:1s, pipeline reviews, call and deal coaching, and performance management

• Own the inbound motion: response time, qualification standards, routing, and conversion from lead to closed-won

• Build the repeatable sales plays, qualification criteria, messaging, and processes that make a high-velocity team effective and consistent

• Partner closely with Product and Marketing as we roll out self-serve tools, feeding back what SMB buyers need and helping shape packaging and pricing for the segment

• Manage the end-to-end proposal process, from intake through research methodology design and pricing, ensuring quality and speed at SMB deal velocity

• Own accurate forecasting, pipeline hygiene, and reporting in Salesforce for your team and yourself

• Recruit, hire, and onboard new reps as the team expands

• Act as the quarterback of the SMB account base, leveraging cross-functional relationships across NewtonX to bring the best of our capabilities to clients

What success looks like

• Consistent attainment of both your individual target and your team's aggregate target

• A healthy, predictable pipeline with strong conversion at each stage and accurate forecasting

• Fast, consistent handling of inbound demand, with measurable improvement in lead-to-close conversion

• Reps who ramp quickly, hit quota, and stay

• Documented, repeatable playbooks that new hires can run from day one

• Strong adoption of our self-serve tools within the SMB segment

• A materially larger and more productive SMB team than the one you started with

What you have

• 5+ years of B2B sales or client-facing experience, ideally including time selling into the SMB segment

• Experience in market research, insights, or data services strongly preferred

• Management or team leadership experience — formal people management, pod leadership, or a prior player-coach role

• Track record of consistently exceeding targets

• Comfort operating at high velocity and high volume, with the discipline to keep quality high

• A rigorous sales process, strong CRM discipline, and forecasting accuracy

• Demonstrated executive presence and business acumen; excellent verbal and written communication skills

• Top-notch organizational skills and attention to detail

• Strong sense of ownership to independently drive high quality deliverables and outputs

• Natural curiosity and a desire to learn and be coached

• Ability to thrive in a fast-paced, entrepreneurial environment

• Genuine ambition to build and lead a larger team

What we offer

• Competitive compensation — base salary, uncapped commission, and participation in our employee equity plan.

• Career advancement and training opportunities, including a clear path into sales leadership

• Excellent medical, dental, and vision insurance

• 401k match with immediate vesting

• Health savings/flexible savings account, and pre-tax commuter benefits

• Paid time off: vacation, holidays, sick, and parental leave

• A diverse, collaborative, and positive culture where we invest in and celebrate each other's success

• Good vibes (happy hours, team projects, and retreats)

NewtonX is proud to be an equal opportunity workplace. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender identity/expression, age, status as a protected veteran, status as an individual with a disability, or any other applicable legally protected characteristics.