Director of Sales (SMB & Mid-Market)

AxisCare • Waco, TX

9d • Remote

About The Position

We are seeking an experienced sales leader who is committed to developing high-performing teams and driving sustainable revenue growth. This role leads our SMB and Mid-Market sales teams, which have been central to our historical growth. The Director of Sales will provide day-to-day leadership for Account Executives, including coaching, training, performance management, and consistent reinforcement of strong sales execution standards. Our inbound sales motion is strong and continues to improve. The initial priority for this leader will be to strengthen discovery, qualification, pipeline management, and forecast accuracy. Over time, this role will also help build disciplined outbound capabilities so the team can generate pipeline proactively and consistently. The Director of Sales will report to the VP of Sales and collaborate closely with Marketing, Business Development, and Revenue Operations. Together, these teams will focus on maintaining clean data, improving forecast reliability, and building repeatable processes that scale effectively. This position is ideal for a leader who takes pride in helping others succeed, building strong operating rhythms, and enabling the team to consistently meet and exceed its goals.

Requirements

• 7+ years of B2B SaaS sales experience, including 3+ years directly managing quota-carrying Account Executives
• A track record of leading teams to consistent quota attainment
• Demonstrated success coaching and developing reps, including turning around under-performers and accelerating high performers
• Hands-on experience running pipeline reviews, forecast calls, and deal inspections in a CRM-driven environment (HubSpot experience preferred)
• Experience managing an inbound-heavy sales motion and building outbound capability
• Strong operational instincts: you create structure, rhythm, and accountability without adding friction
• Deep fluency in a recognized sales methodology (MEDDICC, BANT, Sandler, Challenger, SPIN, Command of the Message, or similar) and the judgment to adapt it rather than impose it.
• A clear point of view on what strong discovery and qualification look like with the ability to teach it, inspect it, and reinforce it until it's habit.
• Experience building stage definitions, exit criteria, and pipeline hygiene standards that are practical, measurable, and consistently adopted by the team.
• A forecasting discipline built on deal evidence, not solely on optimism or gut.

Nice To Haves

• Experience in SMB and Mid-Market segments with transactional-to-mid-length sales cycles
• Experience partnering with a BDR/SDR function and improving handoff conversion
• Background in vertical SaaS or selling into franchise, healthcare, or service-based industries
• Formal training or certification in a major sales methodology
• Experience at a growth-stage company where you helped scale the team and the process

Responsibilities

• Own quota attainment, pipeline health, and conversion rates for the SMB and Mid-Market segments, with accountability for both team outcomes and individual performance.
• Conduct regular 1:1s, call reviews, deal strategy sessions, and skill development plans.
• Manage sales process and execution including discovery, qualification, pipeline management, forecasting, follow-up, and closing.
• Improve inbound conversion by enhancing speed-to-lead, discovery quality, and win rates on inbound opportunities.
• Set clear expectations, maintain high standards, and address performance directly, respectfully, and consistently.
• Stay actively engaged in team success through live coaching, deal support, and meaningful participation in customer-facing opportunities.
• Communicate accurate forecast, pipeline, and team performance.
• Recognize team contributions while taking ownership for results and escalation needs.
• Develop team members to support career growth, internal mobility, and long-term organizational success.
• Partner with VP of Sales on strategy, segment planning, headcount, and escalations.
• Collaborate with Business Development leader & BDR team on aligned qualification criteria, tight SLAs on follow-up, shared feedback loops on lead quality, and improving conversion of BDR-sourced opportunities into closed revenue.

Benefits

• Competitive salary and comprehensive benefits package.
• Medical insurance premiums are covered in full for the employee (Medical, Dental and Vision)
• 401K with competitive company matching.
• Personal time off, sick leave, and holidays.
• Company will provide laptop and other needed computer equipment.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed