Onshape SMB Manager

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. 

Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.  

About Onshape 

Onshape (www.onshape.com), a PTC SaaS business, is the first and only product development platform built entirely in the cloud. It combines CAD, data management, and real-time collaboration tools so engineering teams can design anytime, anywhere, on any device.

The Opportunity

PTC Onshape is looking for a high-performing SMB Sales Manager to lead a team of 4–8  Account Executives driving new business and expansion revenue across the EMEA market. This is a player-coach role built for someone who thrives in a high-velocity, product-led environment — someone who can run a clean forecast, develop reps fast, and close the deals that matter. 

Onshape operates a PLG-hybrid motion where strong inbound signal meets disciplined outbound execution. Your job is to build the machine: pipeline, process, and people. 

What you'll do:

• Own and exceed the team's quarterly and annual revenue quota across new business and expansion segments. 

• Manage a team of 4–8 SMB AEs — running weekly 1:1s, deal reviews, and coaching sessions that move the needle. 

• Build and maintain a clean, accurate forecast using SFDC; communicate pipeline health and risk clearly to sales leadership. 

• Design and run onboarding and ongoing enablement programs that ramp reps to full productivity fast. 

• Partner with Marketing, SDRs, and Customer Success to align pipeline generation efforts and optimize the full funnel. 

• Identify performance gaps early — at the rep level and process level — and act on them. 

• Carry select strategic deals alongside your team where executive presence or competitive complexity demands it. 

• Collaborate with the broader EMEA sales leadership on territory planning, headcount strategy, and go-to-market alignment. 
• Hire, train, and coach new AEs.

Preferred Skills & Knowledge

• Demonstrated ability to coach AEs through a high-velocity, product-led sales motion — you've managed reps who run volume and close fast. 

• Forecast discipline: you know the difference between pipeline and pipeline, and your number reflects it. 

• Strong enablement instincts — you build playbooks, not just decks. 

• Familiarity with CAD, PDM, PLM, or adjacent engineering software is a plus; ability to learn the technical landscape fast is required. 

• Proven track record managing inbound-heavy funnels alongside structured outbound programs. 

• Comfortable operating in a fast-moving SaaS environment where product adoption often precedes the sales conversation. 

Preferred Experience

• 5–10 years in B2B SaaS sales, with 2+ years in a front-line sales management role. 

• Proven track record of meeting or exceeding team quota in a high-velocity commercial or mid-market segment. 
• Experience with using MEDDICC and Command of the Message sales methodologies.

• Salesforce proficiency; familiarity with sales engagement tooling (Outreach, Salesloft, or similar). 

• Bachelor's degree in Business, Engineering, or a related field preferred. 

#LI-DNI

Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you. 

If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?

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