Senior Director, Global SMB Sales

About the Role

As a member of the High Velocity Sales team, the Senior Director will report to the VP, High Velocity Sales, and will be responsible for guiding a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions. The ideal candidate will have a deep understanding of the SMB market, with a proven track record of driving revenue growth and customer adoption in this segment.

What You Will Do

• Own the global SMB business, including revenue performance across net new annual recurring revenue, expansion, and retention across routes to market.
• Lead and scale a distributed organization of SMB sales leaders, supporting performance, accountability, coaching quality, and leadership development across regions.
• Build and improve a high-velocity SMB sales motion, extending existing playbooks and processes to support efficient, repeatable execution worldwide.
• Deliver accurate forecasts, pipeline reviews, and growth plans at the global, regional, and team levels, aligned to company revenue objectives.
• Partner with Revenue Operations and Finance on key operating levers such as quotas, compensation, lead management, and territory changes.
• Work closely with Marketing, Sales Development, Product, Customer Success, Professional Services, Support, and Digital/Online Sales to create a seamless and effective SMB customer journey.
• Establish and inspect core SMB performance metrics, including pipeline coverage, conversion, sales velocity, productivity, and retention, and take corrective action when needed.
• Bring the voice of the SMB customer into strategic decisions by using market insight, customer behavior, and performance data to refine programs, messaging, and sales strategies.

What We Are Looking For

• 10+ years of sales leadership experience in the technology industry, with a focus on SMB sales.
• Proven track record of driving revenue growth and customer adoption in the SMB segment.
• Strong understanding of AI-driven sales motions and their application in the SMB market.
• Experience leading and scaling distributed sales organizations across multiple regions.
• Excellent coaching, leadership, and communication skills, with the ability to inspire and motivate high-performing sales teams.
• Strong data analysis and problem-solving skills, with the ability to interpret complex sales data and develop actionable insights.
• Experience with sales forecasting, pipeline management, and performance metrics.

Nice to Have

• Experience with Adjust and Excel, with the ability to leverage these tools to drive sales efficiency and productivity.
• Familiarity with DevSecOps platforms and their application in the SMB market.
• Knowledge of digital transformation trends and their impact on the SMB segment.
• Experience working with cross-functional teams, including Marketing, Product, and Customer Success.

Benefits and Perks

• Competitive salary and equity package.
• Comprehensive health, dental, and vision insurance.
• Generous PTO and parental leave policies.
• Remote work stipend and equipment allowance.
• Professional development opportunities, including training and conference sponsorship.
• Access to a global network of sales professionals and industry leaders.

• Develop a deep understanding of the SMB market, including the latest trends and challenges facing this segment.
• Leverage AI-driven sales tools and platforms to drive efficiency and productivity in your sales motion.
• Focus on building strong relationships with cross-functional teams, including Marketing, Product, and Customer Success.
• Prioritize ongoing learning and professional development, staying up-to-date on the latest sales strategies and technologies.
• Be prepared to provide specific examples of your experience driving revenue growth and customer adoption in the SMB segment.
• Showcase your ability to interpret complex sales data and develop actionable insights to drive sales strategy.
• Highlight your experience working with distributed sales teams and your ability to lead and scale these organizations effectively.