About the RoleAs Director of SMB Sales you own the operators and founders who are building something and need a partner who moves at their speed. Two of our fastest-growing segments sit inside your book and they anchor the role:
Multi-location brick and mortar operators. Practices and clinic groups scaling past their first site, where the buying decision involves an operations lead, a finance approver, and a clinician, and where the revenue ceiling is several times the single-site deal.
Early-stage creator-led brands. Founders with an audience, going zero to one on a health product, who need speed and a clear path rather than a discovery process.
This is a build. Today these deals mostly arrive by accident. You will own the outbound motion that goes and gets them, the qualification standard that separates them from single-location inbound below you and mid-market above you, and the handoff that turns a signature into sites that are live and producing patients. You inherit a team and the authority to shape it.
What You'll Do- Own OpenLoop's SMB book end to end, with multi-location operators and early-stage creator brands as the two priority growth segments.
- Build the outbound motion: targeting, messaging, sequencing, and the account plan for a multi-stakeholder buyer. This is majority outbound with an inbound overlay.
- Lead, coach, and develop the team, with authority over composition and headcount as pipeline supports it.
- Build the qualification standard that separates SMB from single-location inbound and from mid-market, and make it repeatable enough that a new hire can run it.
- Own speed to first touch on the inbound that routes to your segment.
- Partner with Marketing on ABM, events, and gifting as the primary demand sources here, and tell them with evidence when targeting or volume is the constraint.
- Hold the routing boundary in both directions, with Inside Sales below and mid-market and enterprise above, and propose changes to it once you have data.
- Own the handoff standard to onboarding and activation, and be accountable for first twelve months' revenue from the accounts your team closes.
- Drive Launchpad attach as the fastest path to getting partners live and producing patients.
- Build the scorecard for a segment that does not have one yet, and report the constraint honestly, whether it is targeting, pipeline volume, or rep performance.
- Other duties as assigned.
Who You Are- 7-plus years in sales with 3-plus years leading a sales team, including a team responsible for generating its own pipeline.
- You have built an outbound motion from scratch. Targeting, messaging, sequencing, and the account plan, not just enforced someone else's cadence.
- You are credible with SMB owner-operators and founders. They want decisiveness and a clear path, not a discovery framework.
- You have sold into multi-stakeholder organizations where the person who says yes is not the person who signs.
- You are fluent with creator, influencer-led, and PLG-driven businesses, and you understand how an early-stage operator buys.
- You have taken over an existing team, formed a fast and accurate read, and acted on it.
- You are fluent in pipeline math and you will tell a leader when a target is not supported by the inputs.
- You operate well with incomplete data and say so out loud.
Our BenefitsIn addition, for salaried positions you would also be eligible for:
- Medical, Dental, and Vision plans
- Flexible Spending/Health Savings Accounts
- Flexible PTO
- 401(k) + Company Match
- Life Insurance, Pet insurance, and more
