Director of Sales, SMB & Mid-Market

About the role

The Director of Sales, SMB & Mid-Market will own revenue performance for high‑velocity, coverage‑based sales targeting small and mid‑market customers across multiple U.S. states. This field‑focused leader drives predictable growth at scale while managing a team of Sales Managers and Account Executives.

Key responsibilities

• Own monthly, quarterly and annual revenue targets for SMB and Mid‑Market segments.
• Lead, coach and develop Sales Managers and frontline Account Executives, enforcing activity standards and pipeline coverage.
• Maintain weekly pipeline reviews, forecast calls and deal inspections to ensure forecast accuracy.
• Execute go‑to‑market strategy for non‑named accounts, partnering with Marketing and Business Development on outbound campaigns and local market activation.
• Collaborate with Sales Operations, Finance, Construction and Customer Success to align quota modeling, territory design and renewal strategies.

Required profile

• 7–10+ years of B2B sales experience with progressive SMB or Mid‑Market leadership responsibility.
• Proven success leading high‑velocity, non‑named account sales teams.
• Strong command of pipeline management, forecast discipline and activity‑driven execution.
• Experience managing multi‑market or regional field sales teams.

Required skills

• CRM proficiency