Director of SMB Sales

🔥 0 minutes ago

🌐 Canada, United States – Remote

🇨🇦 Canada – Remote 🇺🇸 United States – Remote

💵 $140k - $155k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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ABC Fitness

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

☁️ SaaS

⚕️ Healthcare Insurance

🧘 Wellness

SaaS • Healthcare Insurance • Wellness

ABC Fitness is a leading tech provider specializing in software solutions for gym and fitness businesses worldwide. With a suite of platforms including gym management, member management, and personal training solutions, ABC Fitness empowers businesses of all sizes to optimize operations, engage members, and drive growth. Their solutions are designed to cater to a wide range of fitness business models, from large gyms to boutique studios and personal trainers, ensuring they meet the unique needs of their users.

📋 Description

• Drive significant new business growth from the SMB segment with consistent quarterly performance • Maintain a 10-day average sales cycle through disciplined execution • Deliver 95%+ forecast accuracy with weekly pipeline inspection • Scale predictable revenue while protecting pricing discipline and maximizing value realization and expansion opportunities • Build, coach, and retain a team of 10+ high-performing SMB sellers across North America • Design hiring systems, behavior-based coaching, ramp programs, and performance frameworks • Manage performance and develop future sales leaders • Own full-funnel conversion from lead to opportunity to closed-won • Build pipeline math models and pressure-test capacity planning • Create inspection cadences to surface deal risks • Institute SPIN-based discovery and design compensation plans aligned to outcomes • Maintain CRM hygiene and data integrity • Report business performance with executive-level, Board-ready clarity • Collaborate with Marketing, Customer Success, and Product to unlock growth • Identify and eliminate friction in the buyer journey • Build repeatable systems and operational discipline • Deliver against quarterly and annual SMB revenue, quota attainment, pipeline coverage, retention, forecast accuracy, and leadership development goals

🎯 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 • 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 verbal and written communication skills • Fluency in English • Experience leading SMB sales in vertical SaaS, marketplaces, or multi-product environments is a differentiator • Experience leading technical-oriented products to small-or-medium-sized businesses is a differentiator • Experience designing hiring systems, ramp programs, and performance frameworks from scratch is a differentiator • Experience in PE-backed or high-growth companies preparing for exit is a differentiator • Passion for fitness, wellness, or serving entrepreneurs is a differentiator • Strong negotiation and closing skills for short sales cycles • Ability to work in a fast-paced environment and meet tight deadlines • Attention to detail, impeccable follow-up, accountability, transparency, and direct feedback

🏖️ Benefits

• Open PTO policy • Quarterly Days of Disconnect • Parental & Pawternity Leave • Quarterly fitness reimbursement • Medical/Dental/Vision coverage • Employee Assistance Program (EAP) • Calm App subscription for the employee and up to 4 dependents over age 16 • Ongoing training and professional development • Bonuses, commissions, equity, or other incentive programs may be offered where applicable