Director, SMB Sales – Americas

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, scale, and motivate a high-performing team of Account Executives aimed at accelerating New Annual Recurring Revenue (ARR).

• Oversee the Americas SMB go-to-market strategy for acquiring new logos, expanding existing customers, and cross-selling.

• Establish operational discipline, enhance sales cycle efficiency, and cultivate a high-retention culture that surpasses revenue goals.

• Be responsible for achieving the Americas SMB revenue target.

• Manage end-to-end sales execution, optimize conversion rates, and maintain pipeline hygiene to exceed ARR objectives.

• Conduct weekly, monthly, and quarterly pipeline assessments and revenue forecasts.

• Collaborate with Revenue Operations to provide board- and executive-level forecasts utilizing Salesforce and Clari.

• Act as the executive sponsor for high-impact transactions and support late-stage negotiations, commercial structuring, and strategic deal closure.

• Recruit, onboard, and nurture sales talent through coaching, deal reviews, call assessments, and handling objections.

• Refine Ideal Customer Profile (ICP) targeting, sales methodologies, and stage-gate criteria to shorten sales cycles and boost Average Contract Value (ACV).

• Work alongside Marketing and BDRs to enhance inbound lead velocity and optimize outbound sequence effectiveness.

• Collaborate with Product, Customer Success, Renewals, Partners, and Implementation teams to streamline onboarding processes and enhance Net Revenue Retention (NRR).

⛳️ Requirements

• A minimum of 5 years of progressive experience in B2B technology sales.

• At least 4 years of frontline or second-line leadership experience managing quota-carrying SaaS Account Executives.

• Proven track record of meeting or exceeding multi-million-dollar ARR targets in a dynamic, high-velocity SaaS environment.

• Expert understanding of funnel metrics, including pipeline coverage ratios, Customer Acquisition Cost (CAC), win rates, sales velocity, and stage conversion rates.

• Hands-on expertise with Salesforce, Clari, and contemporary revenue enablement tools.

• Demonstrated ability to implement and reinforce structured sales frameworks such as MEDDPICC, Challenger, or ValueSelling.

• Proven capacity to collaborate effectively with Product, Customer Success, Partners, and Demand Generation leaders.

• Bachelor’s degree in Business, Computer Science, Engineering, or equivalent practical experience in sales leadership.

🏝️ Benefits

• Competitive salaries.

• Medical, dental, and vision coverage.

• Disability coverage.

• Employer-paid life insurance.

• Mental health resources.

• 401(k) plan.

• Fully paid parental leave program.

• Generous Paid Time Off (PTO).

• Flexible work schedules.

• Remote work opportunities.

• Paid company holidays.

• Appspace Quiet Fridays (No non-essential internal meetings scheduled).

• A casual dress work environment.