Sales Director, Scale

Responsibilities: Own SMB segment strategy, execution, and performance including revenue attainment and forecast accuracy Build and lead a high-performing SMB sales team (Account Executives and outbound pros) Create a repeatable SMB sales motion across inbound, outbound, partner-led and sales-assisted channels Establish operating cadence (pipeline reviews, forecasting, deal inspections, quarterly planning, exec reviews) Recruit, onboard, coach, and retain talent; develop management bench Develop sales playbooks, enablement programs, qualification methodologies, and discovery frameworks Partner with Sales Operations on territory models, lead routing, dashboards, and compensation Collaborate with Marketing to improve demand generation, lead quality, and attribution Coordinate with Customer Success and Account Management for handoffs and expansion opportunities Build relationships with venture capital firms, startups, agencies, and other partners to accelerate growth Identify pricing, onboarding, product adoption, and GTM efficiency improvements through data-driven insights Operate with autonomy to prioritize investments and build SMB as a durable growth engine

Key requirements: 7+ years of progressive SaaS sales and go-to-market experience 3+ years of direct people-management experience leading SMB sales teams Track record of scaling SMB sales teams or revenue segments in high-growth or large-scale SaaS Experience owning revenue targets and delivering against pipeline, productivity, and forecast goals Deep knowledge of SaaS sales metrics (ARR, ACV, pipeline, quota attainment, CAC) Ability to lead outbound and full-cycle SMB Account Executives Strong cross-functional leadership with Marketing, CS, Product, Sales Ops, Finance, Partnerships Experience building partner-sourced or partner-influenced pipeline Preferred: experience selling marketing tech, CRM, marketing automation, analytics, or related SaaS solutions Executive communication skills for customer conversations, QBRs, and partner discussions Data-driven operating style and comfort in evolving environments Startup/scale-up experience preferred cross-functional leadership executive communication risk-taking balanced with judgment SaaS sales metrics and levers (ARR, ACV, pipeline, conversion) sales processes, forecasting cadences, qualification standards enablement programs and sales playbooks