Director of Sales (SMB & Mid-Market

Director of Sales (SMB & Mid-Market)

We are seeking an experienced sales leader who is committed to developing high-performing teams and driving sustainable revenue growth.

This role leads our SMB and Mid-Market sales teams, which have been central to our historical growth. The Director of Sales will provide day-to-day leadership for Account Executives, including coaching, training, performance management, and consistent reinforcement of strong sales execution standards.

Our inbound sales motion is strong and continues to improve. The initial priority for this leader will be to strengthen discovery, qualification, pipeline management, and forecast accuracy. Over time, this role will also help build disciplined outbound capabilities so the team can generate pipeline proactively and consistently.

The Director of Sales will report to the VP of Sales and collaborate closely with Marketing, Business Development, and Revenue Operations. Together, these teams will focus on maintaining clean data, improving forecast reliability, and building repeatable processes that scale effectively.

This position is ideal for a leader who takes pride in helping others succeed, building strong operating rhythms, and enabling the team to consistently meet and exceed its goals.

What You'll Own

• Team performance:
  Own quota attainment, pipeline health, and conversion rates for the SMB and Mid-Market segments, with accountability for both team outcomes and individual performance.
• Coaching and development:
  Regular 1:1s, call reviews, deal strategy sessions, and skill development plans. You'll know every rep's strengths, gaps, and growth path.
• Sales process and execution:
  Discovery, qualification, pipeline management, forecasting, follow-up, and closing. You'll train the fundamentals, inspect them consistently, and raise the bar over time.
• Inbound conversion:
  Improving speed-to-lead, discovery quality, and win rates on inbound opportunities which is our highest-leverage motion today.

How You'll Lead

• Set clear expectations, maintain high standards, and address performance directly, respectfully, and consistently.
• Stay actively engaged in team success through live coaching, deal support, and meaningful participation in customer-facing opportunities.
• You tell the truth about the forecast, the pipeline, and the team, even when the truth is uncomfortable.
• Recognize team contributions while taking ownership for results and escalation needs.
• Develop team members in a way that supports career growth, internal mobility, and long-term organizational success.

Candidates do not need to bring our exact playbook, but they should have a clear and adaptable approach to sales methodology and execution.

• Deep fluency in a recognized sales methodology (MEDDICC, BANT, Sandler, Challenger, SPIN, Command of the Message, or similar) and the judgment to adapt it rather than impose it.
• A clear point of view on what strong discovery and qualification look like with the ability to teach it, inspect it, and reinforce it until it's habit.
• Experience building stage definitions, exit criteria, and pipeline hygiene standards that are practical, measurable, and consistently adopted by the team.
• A forecasting discipline built on deal evidence, not solely on optimism or gut.

• VP of Sales:
  Partner on strategy, segment planning, headcount, and escalations. This role will provide accurate visibility into team performance and revenue outlook while aligning on resources and priorities.
• Business Development leader & BDR team:
  You'll co-own the handoff. That means aligned qualification criteria, tight SLAs on follow-up, shared feedback loops on lead quality, and improving conversion of BDR-sourced opportunities into closed revenue.

• High character:
  You do what you say. Reps trust you because you're honest with them, especially when it's hard.
• Accountable:
  You own team and individual outcomes without excuses or blame-shifting.
• A developer of people:
  You have a strong track record of coaching, retaining, and advancing sales talent.

This role offers the opportunity to strengthen an established, high-performing sales organization with significant demand, executive support, and a team that is receptive to coaching and development.

The Director of Sales will have direct partnership with the VP of Sales, meaningful input into the continued development of the sales organization, and the ability to implement processes and standards that improve performance across the team.

For a leader who is motivated by developing people, improving process discipline, and delivering consistent revenue results, this role provides a strong opportunity to make a measurable impact.

• 7+ years of B2B SaaS sales experience, including 3+ years directly managing quota-carrying Account Executives
• A track record of leading teams to consistent quota attainment
• Demonstrated success coaching and developing…