Director, SMB Sales
About the role
Accountabilities
Own the SMB sales book end to end, with multi-location brick-and-mortar operators and early-stage creator-led brands as the primary growth segments.
Build and lead a predominantly outbound sales motion, including account targeting, messaging, sequencing, prospecting strategies, and account plans for multi-stakeholder buyers.
Lead, coach, and develop the sales team, while helping determine team composition and headcount as pipeline and business needs evolve.
Establish a clear and repeatable qualification framework that differentiates SMB opportunities from single-location inbound accounts and larger mid-market opportunities.
Ensure rapid response to inbound opportunities routed to the SMB segment and maintain strong speed-to-first-touch standards.
Partner with Marketing on account-based marketing, events, gifting, and other demand-generation initiatives, using performance data to identify whether targeting, volume, or other factors are limiting pipeline.
Manage routing boundaries between Inside Sales, SMB, Mid-Market, and Enterprise, using performance data to recommend adjustments when appropriate.
Define and enforce handoff standards between sales, onboarding, and activation teams, maintaining accountability for revenue generated during the first twelve months of closed accounts.
Drive Launchpad adoption as a key mechanism for helping new partners launch successfully and begin generating patient volume.
Develop a performance scorecard for the SMB segment, establish measurable benchmarks, and communicate constraints honestly across targeting, pipeline generation, and individual rep performance.
Use pipeline analytics and sales performance data to guide strategy, identify bottlenecks, and improve predictability across the sales organization.
7+ years of sales experience, including 3+ years leading sales teams responsible for generating their own pipeline.
Demonstrated experience building an outbound sales motion from the ground up, including targeting, messaging, sequencing, prospecting, and account planning.
Proven ability to sell to SMB owner-operators, founders, and entrepreneurial decision-makers who value speed, clarity, and decisive execution.
Experience selling into multi-stakeholder organizations where the primary decision-maker, economic buyer, and contract signer may be different individuals.
Familiarity with creator-led, influencer-driven, and product-led growth businesses, including an understanding of how early-stage operators evaluate and purchase solutions.
Experience taking over an existing sales team, quickly assessing performance and capabilities, and implementing changes based on that assessment.
Strong understanding of pipeline mathematics, sales forecasting, conversion metrics, and the relationship between pipeline inputs and revenue targets.
Ability to operate effectively with incomplete or evolving data while clearly communicating assumptions, risks, and areas of uncertainty.
Strong coaching, leadership, communication, and stakeholder-management skills.
High level of autonomy, accountability, commercial judgment, and comfort operating in a fast-changing environment.
Ability to collaborate effectively across Sales, Marketing, Operations, and customer onboarding functions.
Fully remote position available to candidates based in the United States.
Medical, dental, and vision insurance plans.
Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).
Flexible paid time off.
401(k) retirement plan with company match.
Life insurance.
Pet insurance.
Opportunity to shape and build a developing SMB sales function.
Leadership responsibility with influence over team structure, hiring, sales processes, and go-to-market strategy.
Flat organizational structure with opportunities to contribute ideas and drive initiatives.
Culture centered around autonomy, competence, and belonging.
Requirements
Benefits