Director – SMB Sales

Your Role as a Director, SMB Sales:

We are seeking an operational, high-growth sales leader to serve as Director of SMB Sales, Americas. In this role, you will lead, scale, and inspire a high-performing organization of Account Executives dedicated to accelerating New Annual Recurring Revenue (ARR). You will own the regional SMB go-to-market strategy across both net-new logo acquisition and existing customer expansion and cross-sell.

As a key member of the commercial leadership team, you will establish operational rigor, optimize sales cycle velocity, and foster a competitive, high-retention culture that consistently outperforms revenue targets.

A Day in the Life of a Director, SMB Sales:

• Revenue & Pipeline Execution: Own and deliver the Americas SMB revenue target. Drive end-to-end sales execution, conversion rate optimization, and disciplined pipeline hygiene to exceed quarterly and annual ARR quotas.
• Operational Rigor & Forecasting: Lead weekly, monthly, and quarterly pipeline reviews and revenue forecasting. Partner with Revenue Operations to deliver predictable board- and executive-level forecasts using modern sales tech (Salesforce, Clari).
• Strategic Deal Sponsorship: Serve as executive sponsor on high-impact transactions. Actively partner with AEs and partners in late-stage negotiations, commercial structuring, and closing key strategic opportunities.
• Talent Development & Culture: Recruit, onboard, and develop top-tier sales talent. Implement continuous coaching frameworks—including structured deal inspection, call reviews (Salesforce/ Clari), and objection handling—to elevate average rep productivity and retain top performers.
• Go-to-Market Optimization: Continuously refine ICP targeting, sales methodologies (e.g., MEDDPICC, Challenger Sale), and stage-gate criteria to compress sales cycles and increase average contract value (ACV).
• Cross-Functional Alignment: Partner with Marketing and BDRs to optimize inbound lead velocity and outbound sequence performance. Collaborate with Product, Customer Success, Renewals, Partners and Implementation teams to streamline customer onboarding and drive net revenue retention (NRR).

What You'll Need:

• 5+ years of progressive B2B technology sales experience, with at least 4+ years of front-line or second-line leadership managing quota-carrying SaaS Account Executives.
• Proven ARR Track Record: Verifiable history of meeting or exceeding multi-million-dollar ARR targets in a fast-paced, high-velocity SaaS environment.
• Data-Driven Leadership: Expert command of funnel metrics (pipeline coverage ratios, CAC, win rates, sales velocity, and stage conversion). Hands-on proficiency with Salesforce, Clari, and modern revenue enablement tools.
• Modern Sales Methodology: Demonstrated experience deploying and reinforcing structured sales frameworks (e.g., MEDDPICC, Challenger, or ValueSelling).
• Cross-Functional Influence: Proven ability to collaborate with Product, Customer Success, Partners, and Demand Generation leaders to resolve friction across the buyer journey.
• Education: Bachelor’s degree in Business, Computer Science, Engineering, or equivalent practical sales leadership experience.

The Perks of Working for Appspace:

For all our US based team members, we offer a variety of benefits from competitive salaries, medical, dental and vision coverage, disability coverage, employer paid life insurance, mental health resources, 401(k) plan and a fully paid parental leave program.

Additional perks include:

• Generous PTO
• Flexible work schedules
• Remote work opportunities
• Paid company holidays
• Appspace Quiet Fridays (No non-essential internal meetings scheduled)
• A casual dress work environment