Director of SMB Sales (SaaS)

TL;DR

Director of SMB Sales (SaaS): Build and lead a high-performing SMB sales team driving predictable revenue growth for fitness software platform serving 60+ countries with an accent on full-funnel optimization, team scaling, and operational discipline. Focus on designing sales systems, behavior-based coaching, and capacity planning to achieve short sales cycles and forecast accuracy.

Location: Remote (U.S. based candidates). Team across North America.

Salary: $130,000–$140,000 USD annually (U.S. based).

Company

#1 software provider for fitness businesses worldwide, supporting 30K clubs, 650K coaches, 40M members, and processing $12B in payments annually across products like ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo.

What you will do

• Drive new business growth from SMB segment with consistent quarterly performance, 10-day sales cycles, and 95%+ forecast accuracy.
• Build, coach, and retain a team of 10+ SMB sellers across North America, including hiring systems, ramp programs, and performance management.
• Own full-funnel conversion, pipeline math models, SPIN-based discovery, and comp plans to scale predictable revenue.
• Maintain CRM hygiene, executive-level reporting, and cross-functional collaboration with Marketing, CS, and Product.
• Eliminate buyer journey friction and build repeatable systems for operational excellence.

Requirements

• 5+ years in SaaS sales leadership scaling revenue; 7+ years in SaaS selling/revenue teams; 3+ years managing SMB/Mid-Market teams of 10+ sellers
• Track record exceeding quota (120%+ preferred), mastery of SPIN Selling and behavior-based coaching.
• Demonstrated pipeline math models, capacity planning, high-velocity short-cycle SMB sales (sub-30 days ideal).
• Fluency in CRM analytics, funnel metrics, revenue operations; excellent English communication skills.

Nice to have

• LED SMB sales in vertical SaaS, marketplaces, or multi-product; technical products to SMBs.
• Designed hiring/ramp/performance frameworks from scratch; PE-backed/high-growth experience.
• Passion for fitness/wellness; history developing sales leaders; strong SPIN coaching.

Culture & Benefits

• Values-focused culture: Best Life (inclusive, authentic), Growth Mindset (learning/mentorship), One Team (collaborative, fun).
• Open PTO flexibility; quarterly Days of Disconnect; Parental & Pawternity Leave.
• Best Life Perk (fitness reimbursement); Medical/Dental/Vision; EAP; Calm App subscription; partner discounts.