Director of SMB Sales

ABC Financial Services•Ontario, Canada, ON

1d•CA$140,000 - CA$155,000•Remote

About The Position

Build and lead a revenue engine that delivers predictable, scalable growth while developing the highest-performing SMB sales team in vertical SaaS. You will own the complete SMB revenue system, pipeline generation, sales execution, team development, and operational rigor, across a portfolio serving fitness entrepreneurs in 60+ countries. This is not a manager role. This is a revenue multiplier role.

Requirements

5+ years in SaaS sales leadership with proven ability to scale revenue
7+ years of experience in SaaS selling and revenue teams
3+ years managing SMB/Mid-Market sales teams of 10+ sellers
Track record of consistently exceeding quota (120%+ club membership preferred)
Mastery of SPIN Selling and behavior-based coaching frameworks
Demonstrated ability to build pipeline math models and manage capacity planning
Experience in high-velocity, short-cycle SMB sales (sub-30 day ideal)
Fluency in CRM analytics, funnel metrics, and revenue operations
Excellent communication skills, both verbal and in writing, with fluency in English
Comfortable with accountability, transparency, and direct feedback
Entrepreneurial spirit with institutional discipline
Highly motivated and competitive
Strong negotiation skills and ability to close customers within short sales cycles
Ability to work in a fast-paced environment and deliver to tight deadlines
Great teamwork skills and sense of humor
Great work ethic and entrepreneurial spirit
High level of commitment, attention to detail, and impeccable follow-up

Nice To Haves

Led SMB sales in vertical SaaS, marketplaces, or multi-product environments
Experience leading technical-oriented products to small-or-medium sized businesses
Designed hiring systems, ramp programs, and performance frameworks from scratch
Experience in PE-backed or high-growth companies preparing for exit
Passion for fitness, wellness, or serving entrepreneurs
History of developing future sales leaders from within your team
Strong background in coaching SPIN methodology

Responsibilities

Drive significant new business growth from SMB segment with consistent quarterly performance
Maintain 10-day average sales cycle through disciplined execution
Deliver 95%+ forecast accuracy with weekly pipeline inspection
Scale predictable revenue without breaking the business model
Protect pricing discipline while maximizing value realization and expansion opportunities
Build, coach, and retain a team of 10+ high-performing SMB sellers across North America
Design hiring systems that attract A-players and filter false positives
Implement behavior-based coaching that increases win rates and shortens cycles
Create ramp programs that get new hires to productivity in <60 days
Manage performance with clarity—accelerate top performers, exit underperformers decisively
Own full-funnel conversion: lead → opp → closed-won
Pressure-test capacity models: reps × activity × conversion = pipeline math
Build inspection cadences that surface deal risks before they crater
Institute SPIN-based discovery that differentiates value and kills discounting
Design comp plans that align behavior to outcomes
Maintain CRM hygiene and data integrity as a leadership discipline
Report business performance with executive-level clarity (Board-ready)
Collaborate cross-functionally with Marketing, CS, Product to unlock growth
Identify and eliminate friction in the buyer journey
Build repeatable systems, not heroic acts