Senior Director, Global Sales, SMB

Bullhorn•Boston, MA

3d•Hybrid

About The Position

Bullhorn's core purpose is to create an incredible customer experience, and the organization has a sharp focus on delivering very high quality products and services to its customers. The company culture is shaped by five Core Values: Ownership, Energy, Speed & Agility, Service, and Being Human. Each value, and its underlying definition, serves as a behavioral guide for employees as they interact with customers and fellow coworkers and is an embedded way of operating across our organization. Bullhorn is a fast-paced and dynamic environment where hard work and outstanding results are rewarded and celebrated. We value those that exhibit an eagerness to learn and a strong natural desire for continuous improvement and we encourage team members to stretch themselves, acknowledge challenges and learn from them. With a strong focus on growth, we provide ample opportunities for career development and prioritize promoting from within. We believe that leaders should care deeply about the development of their employees at all levels, emphasizing emotional intelligence and accountability. Our leaders collaborate closely to ensure the success of their teams, and we work together to achieve shared goals, creating a challenging and rewarding workplace for everyone. About the Role Reporting to our Chief Revenue Officer, the Senior Director, Global SMB Sales will lead our global SMB sales organisation of around 35 people, playing a highly visible role in how we serve, retain and grow our small and mid-sized staffing and recruitment customers. This is a strategic, operational and highly visible leadership role, with responsibility for developing predominantly entry-level sales talent, improving retention across a $45M+ revenue base, managing significant escalations, and driving commercial performance in a high-volume, transactional environment. You'll work closely with Sales Operations, Marketing, Sales Enablement, Customer Success and Product to keep our SMB strategy and go-to-market aligned to customer and market needs, and you'll be a key partner to our CXT, leading monthly OLTs that help shape strategic change across the business. This is a global role - hybrid, with a minimum of three days a week in a local Bullhorn office, plus regular international travel - and it isn't a conventional 9-5; you'll need to work flexibly across time zones when the business genuinely needs it.

Requirements

Significant experience leading B2B SaaS sales organisations, ideally in an SMB, high-volume or transactional environment
Proven experience leading globally distributed teams of around 30+ people, including frontline reps and managers
A strong track record of developing entry-level and early-career sales talent
Demonstrably improved commercial performance and customer retention across a significant revenue base
Experience operating with C-suite and executive leadership teams, and presenting strategic recommendations that influence organisational change
Strong commercial and analytical skills, and experience managing significant customer and commercial escalations
Exceptional communicator, confident presenting to executives, customers, sales teams and industry audiences
Willing and able to travel internationally and work flexibly across time zones when required

Nice To Haves

A strong understanding of the staffing and recruitment technology market is a plus, though we're just as happy with a demonstrable ability to quickly get up to speed

Responsibilities

Leading and developing a global SMB sales organisation, setting the vision, strategy and performance expectations for the function
Coaching frontline managers and entry-level sales representatives, and building scalable approaches to onboarding, development and succession planning
Taking a leadership role in improving retention across our $45M+ SMB revenue base, using customer data, market intelligence and frontline insight to spot risks and opportunities
Developing a deep understanding of the SMB staffing and recruitment market, and translating shifts in customer behaviour and industry dynamics into clear recommendations for leadership
Leading monthly OLTs with CXT, bringing together customer insight, commercial data and frontline feedback to align stakeholders around priorities
Acting as a senior escalation point for significant customer, commercial and internal issues, and turning recurring themes into systemic improvements
Representing Bullhorn and the SMB business externally, including speaking at industry events and building relationships with customers, partners and industry leaders
Operating effectively across multiple geographies, cultures and time zones, adapting your schedule when global teams or customers genuinely need it