Senior Director, SMB Sales

Microsoft•Boston, MA

About The Position

Microsoft AI is pioneering the future of what AI can do and what technology can be. We are a global organization that includes AI research, Copilot, Responsible AI, Privacy and Security, Microsoft Health, Bing Search, Edge Browser, MSN, Shopping, and Microsoft Advertising (MSA). Our mission is to inform, support and empower our consumers with responsible AI. As the monetization arm of Microsoft AI, Microsoft Advertising's (MSA) vision is to be the best go-to platform to reach people from work to play, with personalized advertising that they love. Our vision in the Small & Midsized Business (SMB) segment is to empower every SMB marketer on the planet to do more. We are seeking an accomplished Sales Leader with deep digital advertising expertise and practical experience of leading high-scale Sales & Marketing programs to help realize that vision. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. As Senior Director, SMB Sales, you will lead the strategy, execution, and performance of Microsoft Advertising’s SMB business in the United States—one of our fastest-growing and most dynamic segments. This role places you at the center of an ambitious transformation as we design and scale the sales and lifecycle programs that will unlock our next wave of growth. You will define the US SMB go-to-market strategy, drive customer success and revenue delivery across both FTE and Delivery Partner sales motions, and ensure our teams execute with clarity, discipline, and impact. In this highly cross-functional role you will influence cross-functional experts across Microsoft Advertising and Microsoft AI (MAI) to evolve our offerings and bring the full value of Microsoft to millions of US small and midsized businesses. As a senior representative of Microsoft Advertising to the SMB ecosystem, you will engage via high‑reach platforms and industry channels to connect with thousands of SMBs and independent agencies—championing their success and framing Microsoft’s leadership in the next era of AI-powered digital advertising. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.

Requirements

Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.

Nice To Haves

Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
10+ years relevant digital advertising sales experience.
4+ years working in a large, global matrix.
3+ years of experience in strategy and execution of SMB scaled marketing and sales plays.

Responsibilities

Own revenue delivery and customer success for Microsoft Advertising’s SMB business in the United States, consistently surpassing quota and driving durable, highquality growth.
Set the strategic direction for US SMB by proactively identifying emerging market opportunities and trends and developing and executing effective territory and market plans; orchestrate crossfunctional alignment and enforce operational accountability with internal teams and delivery partners.
Design and scale impactful US sales plays and contribute to global sales play development; ensure rapid adoption and measurable business impact across all seller and partner motions. Scale US incubated programs to global markets. Partner closely with SMB Sales counterparts in International markets and Corporate Sales Management to share best practices and maximize short-term segment performance.
Lead US planning and investment strategy, bringing datadriven recommendations, market insight, and best practices to inform headcount, partner footprint, and growth opportunities.
Steward of the Business; Lead the US SMB rhythm of business, ensuring worldclass sales rigor, disciplined pipeline management and operational excellence; ensure every decision and customer engagement complies with Microsoft’s values, culture, and Trust code.
Serve as the senior SMB Sales Leader for the US territory, accountable for setting and reinforcing performance expectations, assessing the effectiveness of sales mechanics and approaches, and providing clear, vocal feedback to influence execution quality across Agency and Direct Advertiser sales motions. While the role includes evaluating Delivery Partner capabilities, the Sales Leader collaborates closely with Enablement and Learning & Development partners—leveraging their expertise and deferring to them on programmatic changes or skillbuilding recommendations.
Build and maintain influential relationships with top SMB clients, independent agencies, and industry associations; lead scaled customer engagement through highreach 1P/3P events, webinars, social media and thought leadership moments.reach 1P/3P events, webinars, social media and thought leadership moments.
Own critical escalations, drive customer satisfaction and retention, and develop activation and recovery plans that safeguard revenue and deepen relationships.
Influence digital marketing and Agentic AI experiences, partnering with cross-functional teams to create compelling, personalized customer journeys and digital-first experiences for US customers.
Champion the voice of the SMB customer and agency ecosystem, synthesizing regional insights to influence Microsoft Advertising and Microsoft AI Product teams on roadmap priorities, platform improvements, and GTM strategy.
Accelerate demand generation by supporting comarketing initiatives and integration partnerships that drive highvolume lead generation, acquisition, and funnel growth for Microsoft Advertising. Develop a close partnership with global SMB Acquisition and Lifecycle Marketing partners to maximize US market acquisition outcomes.