Global Sales Director of SMB, New Business
Accountabilities: Own the end-to-end global new-logo acquisition strategy across regional sales organizations and BDR/SDR pipeline-generation functions, establishing a unified approach to building and converting new business.
Lead, develop, and hold accountable multiple manager-level leaders and, through them, teams of BDRs, SDRs, and new-logo Account Executives across multiple regions.
Build, refine, and scale outbound and top-of-funnel sales playbooks spanning pipeline generation through regional deal execution, continuously improving processes based on performance and market insights.
Establish global quota, territory, coverage, forecasting, and pipeline-health strategies across new-business teams, ensuring consistent execution and visibility into revenue performance.
Partner with senior sales, marketing, and revenue operations leadership to align new-business strategy with corporate revenue objectives and influence cross-functional priorities and roadmaps.
Analyze market dynamics, competitive products, customer needs, regulations, industry trends, and pricing to identify growth opportunities and strengthen go-to-market strategies.
Establish team- and organization-level performance metrics, identify gaps, and work with managers to improve execution, productivity, and results.
Recruit and develop high-performing managers and future leaders, maintaining an active leadership talent pipeline and investing consistently in succession planning.
Coach managers on team leadership, technical sales, value-based selling, performance management, and effective development of their teams.
Foster a high-performing, inclusive, and positive culture across a multi-region, multi-function organization while maintaining strong collaboration and alignment.
Represent the global new-business function to senior leadership through clear reporting, executive presentations, strategic recommendations, and revenue updates.
Travel as needed to support global teams, customers, partners, and strategic business priorities.
Requirements
8+ years of B2B software sales experience, including at least 4 years in people management, with strong preference for candidates who have successfully managed managers and led multiple sales or pipeline-generation teams.
Proven track record of exceeding new-business quotas at both team and organizational levels, with demonstrated success coaching managers and sales teams to achieve ambitious targets.
Significant experience building and scaling outbound and top-of-funnel motions, including BDR/SDR organizations, alongside direct new-logo sales execution.
Experience leading teams across multiple geographic regions, particularly EMEA and AMER, with an understanding of regional market dynamics; APJ experience is a strong advantage.
Demonstrated ability to develop organization-level go-to-market strategies, build compelling business cases, navigate complex challenges, and identify creative approaches to accelerating growth.
Experience selling to small and medium-sized businesses, combined with a willingness to remain hands-on and engage directly when business priorities require it.
Strong executive presence with the ability to communicate strategy, performance, risks, and opportunities effectively to senior leadership.
Excellent relationship-building, negotiation, presentation, written, and verbal communication skills, with the ability to influence stakeholders and mentor leaders.
Strong understanding of CRM and sales or marketing automation technologies, with experience using platforms such as Salesforce, Clari, Marketo, or comparable tools.
High levels of resilience, commercial intelligence, creativity, and adaptability, with the ability to operate effectively in a rapidly changing technology and market environment.
Strong leadership capabilities, including performance management, organizational development, talent acquisition, coaching, and culture building.
Ability to work effectively with AI-enabled productivity tools and modern collaboration technologies as part of everyday workflows.
Ability to travel when required and comply with applicable travel policies.
Benefits
Competitive base salary, with the listed U.S. range of $148,000–$248,400 USD for eligible U.S.-based residents.
Sales incentive compensation targeted at up to 100% of offered base salary , in addition to base compensation.
Equity compensation and an Employee Stock Purchase Plan.
Flexible Paid Time Off.
Benefits designed to support employee health, financial security, and overall well-being.
Parental leave.
Growth and Development Fund to support continuous learning and professional development.
Team Member Resource Groups that foster connection, inclusion, and community.
Remote-first working environment with flexibility to collaborate across global locations.
Opportunity to lead a high-impact, multi-region organization and influence global new-business strategy.
Exposure to a technology-focused environment where AI is embraced as a productivity and innovation multiplier.
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