Director, SMB Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, SMB Sales based in the United States.

As Director, SMB Sales, you will own the strategy, execution, and growth of a high-potential SMB sales segment in a fast-moving healthcare environment. You’ll lead a team focused on acquiring multi-location healthcare operators and early-stage, creator-led brands. The role combines hands-on sales leadership with the opportunity to build an outbound motion, establish qualification standards, and shape the team as the segment scales. You’ll work closely with Marketing, Inside Sales, Mid-Market, Enterprise, and onboarding teams to create a seamless customer journey. Success will require strong commercial judgment, comfort with incomplete data, and a rigorous understanding of pipeline economics. This is an opportunity to build a scalable sales engine while directly influencing customer growth and revenue.

• Own the SMB sales book end to end, with multi-location brick-and-mortar operators and early-stage creator-led brands as the primary growth segments.

• Build and lead a predominantly outbound sales motion, including account targeting, messaging, sequencing, prospecting strategies, and account plans for multi-stakeholder buyers.

• Lead, coach, and develop the sales team, while helping determine team composition and headcount as pipeline and business needs evolve.

• Establish a clear and repeatable qualification framework that differentiates SMB opportunities from single-location inbound accounts and larger mid-market opportunities.

• Ensure rapid response to inbound opportunities routed to the SMB segment and maintain strong speed-to-first-touch standards.

• Partner with Marketing on account-based marketing, events, gifting, and other demand-generation initiatives, using performance data to identify whether targeting, volume, or other factors are limiting pipeline.

• Manage routing boundaries between Inside Sales, SMB, Mid-Market, and Enterprise, using performance data to recommend adjustments when appropriate.

• Define and enforce handoff standards between sales, onboarding, and activation teams, maintaining accountability for revenue generated during the first twelve months of closed accounts.

• Drive Launchpad adoption as a key mechanism for helping new partners launch successfully and begin generating patient volume.

• Develop a performance scorecard for the SMB segment, establish measurable benchmarks, and communicate constraints honestly across targeting, pipeline generation, and individual rep performance.

• Use pipeline analytics and sales performance data to guide strategy, identify bottlenecks, and improve predictability across the sales organization.

Requirements

• 7+ years of sales experience, including 3+ years leading sales teams responsible for generating their own pipeline.

• Demonstrated experience building an outbound sales motion from the ground up, including targeting, messaging, sequencing, prospecting, and account planning.

• Proven ability to sell to SMB owner-operators, founders, and entrepreneurial decision-makers who value speed, clarity, and decisive execution.

• Experience selling into multi-stakeholder organizations where the primary decision-maker, economic buyer, and contract signer may be different individuals.

• Familiarity with creator-led, influencer-driven, and product-led growth businesses, including an understanding of how early-stage operators evaluate and purchase solutions.

• Experience taking over an existing sales team, quickly assessing performance and capabilities, and implementing changes based on that assessment.

• Strong understanding of pipeline mathematics, sales forecasting, conversion metrics, and the relationship between pipeline inputs and revenue targets.

• Ability to operate effectively with incomplete or evolving data while clearly communicating assumptions, risks, and areas of uncertainty.

• Strong coaching, leadership, communication, and stakeholder-management skills.

• High level of autonomy, accountability, commercial judgment, and comfort operating in a fast-changing environment.

• Ability to collaborate effectively across Sales, Marketing, Operations, and customer onboarding functions.

Benefits

• Fully remote position available to candidates based in the United States.

• Medical, dental, and vision insurance plans.

• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).

• Flexible paid time off.

• 401(k) retirement plan with company match.

• Life insurance.

• Pet insurance.

• Opportunity to shape and build a developing SMB sales function.

• Leadership responsibility with influence over team structure, hiring, sales processes, and go-to-market strategy.

• Flat organizational structure with opportunities to contribute ideas and drive initiatives.

• Culture centered around autonomy, competence, and belonging.