Director of Sales, SMB

BILL

20d•$215,500 - $304,200•Remote

About The Position

BILL is hiring a Director of Sales to lead its SMB sales organization and unify its direct sales motion so account executives sell the full BILL platform, including Accounts Payable, Accounts Receivable, and Spend & Expense. The director will lead up to five sales managers and approximately 42 account executives in a high-volume, inbound-led sales environment. The role owns pipeline, forecast accuracy, bookings, and revenue attainment, while developing managers and building a scalable sales organization. It partners with marketing, revenue operations, business development, enablement, post-sales, and product to align go-to-market priorities, improve sales processes, and bring customer and market insights into product decisions. The position is remote-based, with compensation varying by geographic zone. It is eligible for BILL's sales incentive and equity plans and a competitive benefits package. Applicants must be authorized to work in the United States without current or future visa sponsorship.

Requirements

At least 8 years of sales experience, including at least 5 years in sales leadership and at least 3 years as a second-line leader of managers.
Consistent record of exceeding bookings and revenue targets.
Experience leading high-volume, transactional, or velocity sales organizations, ideally with 30 or more representatives.
Experience hiring, developing, and coaching frontline managers and holding them accountable for team performance.
Leadership approach grounded in communication, transparency, collaboration, and mentoring.
Experience leading teams through organizational change, such as a reorganization, new segmentation, compensation plan, or product motion.
Strong written and verbal communication skills, including presenting strategy and results to colleagues at all levels.
Experience creating scalable processes and analyzing data to find trends in a competitive market.
Working knowledge of Salesforce, Outreach, and other sales technologies that support a data-driven sales culture.
Ability to partner across sales operations, enablement, implementation, customer success, risk, and product to build best practices and process efficiencies.
Authorization to work in the United States without requiring visa sponsorship now or in the future.

Nice To Haves

SaaS sales leadership experience.
Experience leading a multi-product or platform sales motion.
Background selling financial software or services to small and midsize businesses.

Responsibilities

Lead, mentor, and develop up to five sales managers and their account executive teams; own hiring, onboarding, and coaching to grow SMB revenue.
Drive adoption of a unified platform sales motion, enabling managers and account executives to qualify, position, and sell the full BILL platform in one sales cycle.
Own pipeline management, forecasting, and attainment against bookings and revenue goals, using data to identify trends and adjust strategy.
Run a high-velocity, inbound-led sales motion, establishing activity, conversion, and cycle-time standards and a consistent operating rhythm.
Provide leadership with regular, data-based updates on attainment, team performance, and challenges.
Partner with marketing, revenue operations, business development, enablement, and post-sales teams on go-to-market priorities, routing, handoffs, and sales-cycle improvements.
Translate customer and market insights into feedback that informs the product roadmap.
Shape the pitch and messaging for how SMBs evaluate a unified financial automation platform.
Build scalable processes for a growing sales organization and foster a culture of achievement, transparency, and collaboration through change.
Develop strategy to grow qualified pipeline and win rates, informed by the segment, market, and competitors.

Benefits

100% paid employee health, dental, and vision plans, with HMO, PPO, or HDHP options.
Health savings and flexible spending accounts.
Life insurance and long- and short-term disability coverage.
Employee Assistance Program.
11 or more observed holidays, wellness days, and flexible time off.
Employee Stock Purchase Program with employee discounts.
Wellness and fitness initiatives.
Employee recognition and referral programs.
Competitive benefits package including paid holidays, paid time off, and other company benefits.
Eligibility to participate in sales incentive and equity plans.