SMB (Small Medium Business) Manager - CA Only

Location: Remote: California

Location Status: Work will be primarily performed remotely from home office. Employee may be required to utilize personal phone and internet services to perform telecommuting with reimbursement according to Race's telecommuting policy. Occasional travel to and work from other Race offices or off-site locations may be required.

Race Communications is only accepting remote candidates who reside in the following states: California. If you do not reside in one of these states, you are not eligible for remote employment.

100% Company-Paid Medical and Dental Benefits

Free Fiber Internet Service

Comp: $80,000 to $95,000 USD per year

Who We Are:

We're more than a fiber internet provider, we're your neighbors, committed to connecting California communities since 1994. At Race, relationships matter as much as speed. We combine cutting-edge technology with a genuine, people-first approach that makes every interaction feel personal. Our team operates like family: collaborative, supportive, and dedicated to making a real difference. When you join Race, you're not just accepting a job, you're becoming part of a team that values integrity, celebrates wins together and believes that meaningful work happens when great people connect with great purpose.

Position Impact:

The SMB Manager leads the strategic direction and performance of Race Communications’ small and medium business segment. This role drives revenue growth through effective sales leadership, targeted market development, and strong customer engagement. The SMB Manager enhances the company’s business presence by identifying market opportunities, optimizing the customer journey, and ensuring reliable delivery of fiber-based services. This position requires a proactive leader who can inspire a team, strengthen internal alignment, and champion Race Communications’ brand within the SMB community.

Qualifications and Experience:

• Eligibility for US Employment without sponsorship

• Minimum of 18 years of age

• Associate degree (A.A.) or equivalent education in a related field of study is preferred

• High School Diploma or GED or equivalent combination of education and experience is required

• A valid driver's license, subject to successful verification through a DMV check, is mandatory

• 3–5+ years of experience in SMB sales, account management, or business development, preferably in telecommunications, SaaS, technology, or related industries

• Proven track record of achieving sales targets, growing business segments, and managing customer relationships

• Experience leading or mentoring a sales or account management team is highly preferred

• Background in telecom, fiber internet, or subscription-based services is a strong plus

• Flexibility to work outside standard hours, including evenings, weekends, and holidays, as needed to meet project deadlines or address critical issues

• Proven experience in leadership roles, with at least 5 years of progressively responsible experience in IT management, including infrastructure management, systems administration, network operations, and cybersecurity

• Experience working cross-functionally with Marketing, Operations, and Customer Support teams

• Familiarity with fiber-optic services, broadband products, or telecom industry standards

• Ability to develop territory plans, market strategies, and performance forecasts

• Strong understanding of SMB customer needs, buying behavior, and market dynamics

• Excellent communication, presentation, and negotiation skills

• Ability to analyze data, sales pipelines, and market trends to guide strategy and decision-making

• Proficiency with CRM systems (e.g., Salesforce, HubSpot) and standard business tools (Excel, PowerPoint, etc.)

• The ability to effectively communicate in English, including speaking, reading, writing, and comprehension, as necessary for effective job performance and workplace communication

• Bilingual communication skills are considered a plus, particularly when serving diverse communities

Skills:

• Proficient use of MS Office applications including Teams, Word, Excel, and PowerPoint; teleconferencing applications

• Functional use of common office equipment, computers, and office software

Essential Duties and Responsibilities:

Sales Leadership

• Lead and develop the SMB sales team to achieve revenue and growth targets

• Create and execute sales strategies tailored to the SMB market

• Manage sales pipelines, forecasts, and performance metrics

• Support team members with coaching, ride-alongs, and deal guidance

Business Development

• Identify and pursue new SMB opportunities within Race Communications’ service areas

• Build and maintain strong relationships with local business communities

• Develop territory plans and outreach strategies to expand market presence

• Collaborate with Marketing to align campaigns with SMB customer needs

Customer Relationship Management

• Ensure high levels of customer satisfaction and retention among SMB accounts

• Address escalated customer issues and coordinate solutions across teams

• Oversee onboarding of new SMB clients to ensure smooth service activation

• Maintain regular communication with key clients to understand evolving needs

Operational Coordination

• Partner with Operations, Engineering, and Customer Support to ensure timely service delivery

• Communicate customer requirements and feedback to internal stakeholders

• Streamline processes for quoting, ordering, and service activation for SMB customers

• Monitor installation timelines and resolve operational blockers

Data & Reporting

• Analyze sales data, trends, and KPIs to guide strategy and adjust team direction

• Provide regular performance reports to leadership

• Track and evaluate team productivity, conversion rates, and revenue outcomes

• Use CRM tools to maintain accurate customer and pipeline records

Strategic Planning

• Contribute to annual business planning and market expansion strategies

• Assess competitor activity and market shifts to refine SMB approach

• Recommend new products, bundles, and pricing strategies based on customer feedback

• Identify opportunities to improve the SMB customer journey from first contact to ongoing service

Vehicle Maintenance and Travel:

• Maintains vehicle/equipment pre-op/post-op to be prepared to perform required duties

• Maintains a clean driving record as defined by the current fleet insurance underwriter

• Spends a significant portion of the workday traveling in a vehicle visiting various locations and spending time both indoors and outdoors, including businesses and/or residents depending on the nature of the job

• May be required to work after hours, on weekends, for emergencies, or be on-call as needed to ensure work is completed

Safety Awareness and Compliance:

• Maintains awareness of potential hazards like uneven terrain, loose pets, or slippery walkways

• Maintains a safe distance from aggressive or unrestrained animals

• Maintains a safe distance from potential hazards in the work area, including loose pets, children, and other live obstacles

• Observes hazards and reports any concerns or accidents to a supervisor or safety professional; participates in the investigation process as needed

• Understands, completes, and signs off all pre-job safety planning tools at the start and end of the shift; completes all required safety-related paperwork

• Understands and responds appropriately to all safety hazards and warning devices (e.g., back-up alarms, smell of smoke, fumes, odors, different colored warning tags, warning sirens)

• Upholds a secure work environment by adhering to regulations, procedures, and company policies, ensuring safety standards are consistently maintained

• Stays current with fiber optic technologies, industry standards, and safety regulations

Other duties as necessary may include but are not limited to:

• Follows team procedures and guidelines, along with policies outlined in the Race Communications Employee Handbook

• Successfully complete assigned training and examinations, as well as participate in ongoing performance and development reviews, and goal setting

• Be available to participate in internal or external meetings, special functions, and professional development opportunities

• Cross-train and share knowledge with other team members

• Support routine tasks

• Maintain a professional appearance, hygiene, and demeanor

Supervisory Responsibilities:

• Policy Adherence and Team Guidelines: Ensures that the team adheres to established policies and procedures outlined in the Race Communications Employee Handbook, promoting a culture of compliance and accountability in line with organizational standards.

• Strategic Training and Development: Leads the training and mentoring of new team members, ensuring they gain the essential skills and knowledge to perform their roles effectively and safely. Works proactively to develop a long-term training strategy for the team's growth and performance improvement.

• Cross-Functional Support and Compliance: Oversees employee support across various practices within the department, ensuring that issues are addressed in alignment with company policies, applicable laws, and organizational values. Manages conflicts and fosters collaboration across functions.

• Leadership in Goal Setting and Performance Management: Guides the team to achieve long-term goals by setting performance standards, motivating the team, and providing regular, actionable feedback to help team members achieve personal and organizational objectives.

• Payroll Compliance and Issue Resolution: Ensures that timecard submission is accurate, timely, and in compliance with payroll deadlines, while addressing any discrepancies or issues. Provides direction on resolving payroll matters and ensures the team is properly supported in this process.

• Training Needs Analysis and Professional Development: Identifies broader team training needs, working to implement programs that drive professional growth and elevate team skills, while ensuring development is in alignment with company objectives and future growth.

• Conflict Resolution and Team Dynamics: Manages interpersonal issues within the team by facilitating solutions-oriented approaches, resolving conflicts effectively, and maintaining a positive, high-performing work environment that supports collaboration and mutual respect.

• Resource Allocation and Goal Alignment: Ensures the team has the necessary tools, resources, and support to succeed. Manages resources effectively, tracking progress toward aligned objectives that support both individual team success and overarching company goals.

• Regulatory Compliance and Communication: Ensures the team complies with company policies, procedures, and regulatory requirements. Promotes open and transparent communication to maintain alignment and accountability across the team and department.

• Reporting and Strategic Adjustments: Reports team performance, project updates, and challenges to upper management, using data to recommend improvements or adjustments as necessary to meet organizational targets and improve overall team performance.

• Comprehensive Supervision and People Management: Takes a leadership role in the direct supervision of team members, including interviewing, hiring, and training employees. Plans, assigns, and directs work, ensuring performance evaluations, rewarding achievements, and disciplining where needed. Addresses complaints, resolves problems, and supports overall team dynamics.

Additional duties as required.

Why Join Our Team:

• Join a tight-knit crew—no faceless corporation vibes here
• Growth potential: promotions and new challenges are part of our DNA
• Competitive base salary
• Comprehensive Benefits Package: 100% company-paid medical and dental insurance (starting the 1st of the month following your start date), PTO (vacation, sick), 11 paid holidays, paid birthdays, 401k matching (4%)
• Free fiber internet service for all employees living in our service area
• A culture built on integrity, mutual respect, and a shared purpose

Call to Action:

Let's chat. If you're ready to move forward, click "Apply" below, our team can't wait to meet you.