Director, SMB Sales - Americas

Appspace

7h•Remote

About The Position

Appspace is seeking an operational, high-growth sales leader to serve as Director of SMB Sales for the Americas. The role leads, scales, and inspires an organization of Account Executives focused on accelerating new annual recurring revenue (ARR). The director owns the regional SMB go-to-market strategy for net-new customer acquisition and expansion and cross-selling to existing customers. As a member of the commercial leadership team, the director establishes operational rigor, improves sales-cycle velocity, and fosters a competitive, high-retention culture that consistently exceeds revenue targets. The role owns the Americas SMB revenue target and end-to-end sales execution, including conversion optimization and pipeline hygiene. It leads recurring pipeline reviews and revenue forecasting, partners with Revenue Operations on predictable board- and executive-level forecasts, and sponsors strategic transactions through late-stage negotiations and closing. The director recruits, onboards, coaches, and develops sales talent; refines targeting, methodologies, and sales-stage criteria; and partners across Marketing, BDRs, Product, Customer Success, Renewals, Partners, and Implementation to improve lead performance, customer onboarding, and net revenue retention. Appspace describes its work culture as flexible, with remote work opportunities and flexible schedules. Benefits for U.S.-based team members include competitive salaries, medical, dental and vision coverage, disability coverage, employer-paid life insurance, mental health resources, a 401(k) plan, and fully paid parental leave. Additional perks include generous PTO, paid company holidays, Quiet Fridays without non-essential internal meetings, and a casual dress environment. Compensation ranges may be discussed during the interview process where required by local pay transparency rules; final compensation depends on experience, skills, certifications, and overall fit.

Requirements

At least 5 years of progressive B2B technology sales experience.
At least 4 years of front-line or second-line leadership managing quota-carrying SaaS Account Executives.
Verifiable history of meeting or exceeding multi-million-dollar ARR targets in a fast-paced, high-velocity SaaS environment.
Expert command of funnel metrics, including pipeline coverage ratios, customer acquisition cost, win rates, sales velocity, and stage conversion.
Hands-on proficiency with Salesforce, Clari, and modern revenue enablement tools.
Demonstrated experience deploying and reinforcing structured sales frameworks such as MEDDPICC, Challenger, or ValueSelling.
Proven ability to collaborate with Product, Customer Success, Partners, and Demand Generation leaders to resolve friction across the buyer journey.
Bachelor’s degree in Business, Computer Science, or Engineering, or equivalent practical sales leadership experience.

Responsibilities

Own and deliver the Americas SMB revenue target, driving end-to-end sales execution, conversion-rate optimization, and disciplined pipeline hygiene to exceed quarterly and annual ARR quotas.
Lead weekly, monthly, and quarterly pipeline reviews and revenue forecasting; partner with Revenue Operations to produce predictable board- and executive-level forecasts using Salesforce and Clari.
Act as executive sponsor for high-impact transactions and partner with Account Executives and partners on late-stage negotiations, commercial structuring, and closing strategic opportunities.
Recruit, onboard, and develop sales talent; implement ongoing coaching, structured deal inspection, call reviews, and objection-handling practices to increase rep productivity and retain top performers.
Refine ideal customer profile targeting, sales methodologies, and stage-gate criteria to shorten sales cycles and increase average contract value.
Partner with Marketing and BDRs to improve inbound lead velocity and outbound sequence performance.
Collaborate with Product, Customer Success, Renewals, Partners, and Implementation teams to streamline onboarding and increase net revenue retention.