[Remote] Director of SMB Sales
Note: The job is a remote job and is open to candidates in USA. ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. The Director of SMB Sales will build and lead a revenue engine that delivers predictable, scalable growth while developing the highest-performing SMB sales team in vertical SaaS.
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
- 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
Skills
- 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
- 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
Benefits
- Purpose led company with a Values focused culture 6 Best Life, One Team, Growth Mindset
- Time Off 6 with our open PTO policy, we offer flexibility in how and when you take PTO!
- Days of Disconnect 6 once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam
- Parental & Pawternity Leave 6 we offer leave for when your family grows by two feet or four paws!
- Best Life Perk 6 we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement
- Discounts 6 access to discounts with our partners, such as Dell, Microsoft & many more.
- Medical/Dental/Vision coverage
- EAP 6 we get you help when you need it. Period.
- Premium Calm App 6 enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16
Company Overview