Job DescriptionThe Director, SMB/MM Sales is responsible for leading and developing Sales Managers and their teams to consistently achieve revenue, retention, and growth objectives across the SMB and Mid-Market segments. This role owns the execution of sales strategy, operational rigor, talent development, and cross-functional alignment, while translating company growth priorities into predictable results.
This Sales Director will work with our Behavioral and Community Health (BCH) vertical.
WHAT YOU'LL BE DOING:- Impacting the profitability of the company through strategic and tactical sales management and deal execution
- Leading team of Managers to achieve new business and expansion goals in a high growth environment
- Leading teams through change, growth, and evolving GTM motions
- Monitoring employee performance and counsels and advises to ensure compatibility, maximum effectiveness, and continued growth on a constant basis, including addressing personnel issues/performance issues in accordance with Company policy
- Designing, implementing, and managing overall territory team structure
- Participating in programs developed by Revenue Enablement to ensure effective sales strategies, positioning, and best practices
- Working with Revenue Operations on performance management, reporting, forecasting and compensation
- Leveraging data, automation, and AI-enabled tools to improve sales productivity, forecasting accuracy, and decision-making across teams.
- Coordinating efforts with other internal teams and groups to ensure effectiveness and efficiency
- Building a strong leadership bench through hiring, succession planning, and manager development
- Other duties as assigned
QualificationsYOU HAVE WHAT IT TAKES IF YOU HAVE/ARE:- 7+ years of B2B SaaS sales experience, preferably in SMB and/or Mid-Market segments
- 3+ years experience leading and developing a high performing sales team
- Demonstrated success leading teams in a growth-oriented environment
- Technical aptitude, and deep experience leveraging the capabilities of Salesforce
- Proven experience leading complex, multi-product sales motions, including coordinating cross-functional teams and navigating longer, consultative sales cycles.
- Ability to identify areas of opportunity, recommend solutions, take ownership of implementation and/or project management of departmental initiatives
- Demonstrate a deep understanding of the business by sharing insights, the root causes behind changes in KPI's, the frequency and impact of these root causes and your recommendations to double down or course correct as needed
- Expertise with technology and comfort adopting new and emerging tools to support GTM team
- High level of organization, time management, self-initiative
- Highly developed presentation and stand-up facilitation skills
- Strong knowledge SaaS industry and how business systems integrate.
- Constant thirst for learning and ability to figure out new approaches and learn all potential use cases for our different product offerings for the different segments of the market
- Strong planning skills - both strategically and operationally
- Strong business acumen, and deep understanding of cross functional business metrics impacting sales, or impacted by sales activity
- Passionate about the SMB customer, and meeting their needs
- Unquestionable integrity combined with a solution-oriented mindset
- Ability to prepare and present executive of client level presentations
- Ability to participate at large, on site events interacting with many customers
- Bachelor's Degree in Business, Healthcare, or related field
IT WOULD BE NICE IF YOU HAVE:- Experience scaling teams, territories, or GTM motions
- Experience in healthcare markets and verticals
- Outside sales team experience
COMPETENCIES: - Client Relationship Management - ability to effectively manage and nurture client relationships to achieve mutual success
- Consultative Selling - ability to engage prospects and clients in a relationship-driven sales approach by acting as a trusted advisor who seeks to understand the client's needs and challenges in order to provide tailored solutions
- Sales Tool Management - utilization of sales enablement tools to support the sales process and improve overall client experience
- Adaptability - ability to adjust, change, or modify their approach, mindset, or behavior in response to new circumstances, challenges, or changing environments
- Communication - skills and abilities necessary to effectively convey and exchange information, ideas, and feelings between individuals or groups using various verbal and non-verbal methods to deliver messages clearly, accurately, and appropriately, while also actively listening and understanding the messages received
Additional InformationIN OFFICE REQUIREMENT:Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters approximately 40 days/quarter.
