Director of SMB Sales, AtoB

• 10+ years of experience in B2B sales, with at least 5+ years leading large, outbound-centric sales organizations
• Demonstrated success leading high-velocity, phone-based outbound teams selling to SMB and Mid-Market customers
• Proven track record of owning the full revenue funnel (Acquisition, Activation, Expansion, Retention) and hitting or exceeding aggressive growth targets
• Experience managing managers and leading organizations of comparable scale (e.g., 5–10 frontline managers and 40+ ICs)
• Hands-on experience building and scaling sales teams quickly, including hiring and ramping significant AE headcount in compressed timeframes
• Strong systems thinking capability: you design processes, structures, and operating rhythms that scale predictably
• Deep comfort with data and metrics: pipeline analysis, conversion funnels, capacity planning, headcount modeling, and forecasting
• Demonstrated ability to recruit, develop, and retain high-performing talent and to build a culture of high standards, accountability, and continuous improvement
• Excellent communication and executive presence, able to operate at both the boardroom and front-line levels

Desirable

• This leader will be responsible for building and executing a cohesive revenue strategy that spans our high-velocity outbound motions, mid-market and emerging upmarket plays, and our growing account management and expansion engine
• Today, approximately 80% of new business is generated via high-volume outbound outreach to SMB and Mid-Market customers, primarily in a phone-based, inside sales environment
• As such, the ideal candidate has a proven track record leading large, outbound-centric sales organizations where success is driven by activity, quality of conversations, and disciplined execution
• You will directly manage a team of 6 managers and 55 individual contributors, spanning both full-time employees and offshore BPO team members. Experience partnering with and scaling offshore BPO teams is a strong plus
• A core mandate for this role is to successfully move AtoB up-market while continuing to scale our existing high-velocity engine
• This includes hiring and ramping 20+ new Account Executives over the next 6 months, evolving our go-to-market coverage model, and ensuring we have the systems, processes, and culture in place to support sustained growth
• Beyond new business, you will refine and scale our expansion and cross-sell motions and build out a more robust Account Management function focused on multi-product adoption, customer outcomes, and long-term retention
• This is a highly strategic, hands-on role for a strong systems thinker who understands how people, process, and technology intersect to create predictable, efficient revenue. Experience in or close partnership with Revenue Operations is a significant plus
• Develop and own the integrated revenue strategy across new logo acquisition, activation of new customers, expansion / cross-sell, and retention
• Set clear goals, metrics, and leading indicators for each pillar of the revenue funnel (e.g., outreach activity, conversion rates, activation milestones, expansion revenue, NRR/GRR)
• Build and maintain a disciplined forecasting and pipeline management process that drives predictability and accountability
• Scale and optimize our phone-based, outbound sales engine that currently drives the majority of new business
• Ensure teams are executing with excellence on call quality, talk time, sequences, objection handling, and deal progression
• Implement and refine playbooks, scripts, talk tracks, and cadences designed for high-velocity environments
• Continuously improve funnel performance through testing and data-driven decision-making
• Build and execute a strategy to move up-market, including targeting larger fleets and more complex accounts
• Recruit, hire, and ramp 20+ Account Executives in the next 6 months, ensuring the right mix of SMB, Mid-Market, and upmarket capabilities
• Partner with Marketing, Product, and RevOps to align ICP, messaging, packaging, and pricing with our upmarket strategy
• Develop differentiated sales motions for larger, more complex customers while maintaining our strong SMB foundation
• Design and refine a structured expansion and cross-sell motion focused on driving multi-product adoption and increasing share of wallet
• Build out a robust Account Management function responsible for ongoing relationship management, strategic account planning, and retention
• Define success metrics and operating rhythms for account managers (e.g., renewal health, expansion pipeline, NRR)
• Ensure tight coordination between New Business, Account Management, Customer Success, and Support
• Lead, mentor, and develop a team of 6 sales leaders and 55+ ICs, across both FTE and BPO teams
• Own recruiting and selection for your org, ensuring we hire talent that matches our low ego, high performance, high standards culture
• Create and reinforce a culture of brilliance in the basics: consistent activity, crisp follow-through, clean pipeline hygiene, and high-quality customer interactions
• Implement robust onboarding, training, and ongoing coaching programs to continuously elevate performance
• Hold teams and leaders accountable to clear standards, with transparent performance management and rapid course correction where needed
• Operate as a systems thinker, designing processes and structures that scale efficiently rather than relying on heroics
• Partner closely with Revenue Operations to ensure our CRM, reporting, territory design, compensation plans, and sales tooling support our strategy
• Instrument the revenue engine with clean data, reliable dashboards, and actionable insights that inform daily execution and strategic decisions
• Lead or support initiatives to improve conversion, reduce friction in the sales process, and shorten time-to-value for new customers
• Collaborate with Marketing on demand generation, campaign strategy, and lead quality
• Partner with Product and Operations to bring market insights back into the roadmap and ensure we are solving the most important problems for our customers
• Work closely with the executive team on strategic planning, goal setting, and company-level priorities related to growth and profitability
• Represent Sales and Revenue as a key voice in discussions on company strategy, resourcing, and investment