Sales Director - SMB SaaS

About the Role

A fast-growing, private-equity-backed B2B SaaS company focused on small business owners is seeking a Sales Director for SMB to design and expand its revenue operations. This newly created leadership position is aimed at accelerating SMB growth by implementing operational discipline and establishing a coaching-centric, metrics-driven sales team.

This position is a hands-on, player-coach leadership role ideal for a commercially astute sales leader who enjoys pipeline analysis, outbound system design, and team talent development with a strong emphasis beyond mere reporting.

Responsibilities

• Take full ownership of SMB revenue execution, team performance, and forecast accuracy.
• Lead, coach, and develop a distributed team of 7–9 quota-carrying SMB Account Executives.
• Conduct regular, rigorous pipeline reviews, deal assessments, and forecasting sessions.
• Critically evaluate pipeline components including average sales price, win rates, coverage, activity levels, and revenue.
• Develop and scale outbound sales efforts in conjunction with inbound demand generation.
• Establish a consistent weekly rhythm encompassing one-on-ones, team meetings, and deal reviews.
• Collaborate closely with Marketing and Revenue Operations to enhance funnel conversion rates.
• Implement systems, structures, and repeatable processes across the sales organization.
• Enhance coaching practices through role-playing, call reviews, and strategic deal discussions.
• Effectively communicate revenue performance and associated risks to senior leadership.

Requirements

• Proven leadership experience in SMB sales at the Director level or a senior manager poised for advancement.
• Demonstrated ability managing remote teams of quota-carrying sales representatives.
• Successful background as an individual contributor consistently meeting or exceeding quotas.
• Track record of achieving at least 100% team performance targets as a sales leader.
• Comprehensive understanding of funnel metrics, pipeline analytics, and forecasting fundamentals.
• Experience establishing or expanding outbound sales strategies.
• Expertise in formal sales methodologies such as BANT, SPIN, MEDDIC, Challenger, or similar frameworks.
• Familiarity with recurring revenue models in B2B settings, preferably within SaaS.
• Strong coaching skills focused on promoting behavioural change.
• Exceptional communication skills with a structured approach and executive presence.

Compensation and Location

• Base salary range: $110,000 to $140,000 USD annually.
• On-target earnings: $220,000 to $250,000 USD (flexible).
• Position is fully remote within the United States.