Director of Sales, SMB & Mid-Market

Location:

Regional / Multi-State ( Field + Travel Required ) The successful candidate will be located in one of the following states: AL, FL, GA, IL, KS, MI, MO, NC, OH, SC, TN, VA Position Summary The Director of Sales, SMB & Mid-Market is responsible for owning revenue performance across a high-velocity, coverage-based sales motion focused on small and mid-market customers. This role leads Sales Managers and frontline sellers executing against non-named accounts, enforcing disciplined activity standards, pipeline coverage, and forecast accuracy.

The Director serves as the primary field leader for SMB and Mid-Market execution, driving predictable growth at scale.

Key Responsibilities

Revenue Ownership & Performance Own monthly, quarterly, and annual revenue targets across SMB and Mid-Market segments Drive consistent attainment through coverage-based pipeline management, not named-account ownership Identify revenue risk early and deploy corrective actions across markets or teams Accountable for bookings, productivity, and net revenue performance Sales Leadership & Team Management Lead, coach, and develop Sales Managers and frontline Account Executives Establish and enforce activity standards (appointments, outbound volume, field execution) Conduct regular field ride-outs, deal inspections, and coaching sessions Build a strong talent bench through hiring, onboarding, and performance management Pipeline, Forecasting & Operating Cadence Own and enforce the SMB/Mid-Market sales operating cadence, including: Weekly pipeline reviews Forecast calls Close plans and deal inspection Ensure pipeline coverage standards are met (e.g., 3–10x quota depending on close rates) Maintain forecast accuracy and credibility with executive leadership Go-To-Market Execution (Non-Named Accounts) Execute GTM strategy across open territories and pooled account models Partner with Marketing and Business Development on: Outbound campaigns Local market activation Ensure consistent sales process adoption and CRM hygiene across teams Cross-Functional Collaboration Serve as the field sales voice to Sales Operations, Marketing, Finance, Construction, and Customer Success Partner with Sales Operations on: Quota and capacity modeling Territory design Performance reporting Collaborate with Customer Success on renewals, churn risk, and retention strategies Success Metrics Revenue attainment vs quota Pipeline coverage and close rates Forecast accuracy Rep productivity and ramp time Net revenue churn