Director of Sales (SMB & Mid-Market)

Job Description - Director of Sales (SMB & Mid-Market) Reports To: VP of Sales Department: Sales Location: Remote Position Type: Full-Time Position Summary We are seeking an experienced sales leader who is committed to developing high-performing teams and driving sustainable revenue growth. This role leads our SMB and Mid-Market sales teams, which have been central to our historical growth. The Director of Sales will provide day-to-day leadership for Account Executives, including coaching, training, performance management, and consistent reinforcement of strong sales execution standards. Our inbound sales motion is strong and continues to improve. The initial priority for this leader will be to strengthen discovery, qualification, pipeline management, and forecast accuracy. Over time, this role will also help build disciplined outbound capabilities so the team can generate pipeline proactively and consistently. The Director of Sales will report to the VP of Sales and collaborate closely with Marketing, Business Development, and Revenue Operations. Together, these teams will focus on maintaining clean data, improving forecast reliability, and building repeatable processes that scale effectively. This position is ideal for a leader who takes pride in helping others succeed, building strong operating rhythms, and enabling the team to consistently meet and exceed its goals. Key Responsibilities What You’ll Own Team performance: Own quota attainment, pipeline health, and conversion rates for the SMB and Mid-Market segments, with accountability for both team outcomes and individual performance. Coaching and development: Regular 1:1s, call reviews, deal strategy sessions, and skill development plans. You'll know every rep's strengths, gaps, and growth path. Sales process and execution: Discovery, qualification, pipeline management, forecasting, follow-up, and closing. You'll train the fundamentals, inspect them consistently, and raise the bar over time. Inbound conversion: