Director of SMB Sales

Join ABC Fitness and become part of a culture that's as ambitious as it is authentic. Let's transform the future of fitness-together!Our ValuesBest LifeWe believe great work begins with great people. That's why our culture is built on respect, trust, and belonging. We create an inclusive environment where every team member can bring their authentic self to work-because diverse perspectives drive innovation and meaningful impact.Growth MindsetWe are doers, thinkers, and dreamers. At ABC Fitness, your growth is our investment. Through continuous learning, mentorship, and professional development opportunities, we empower you to reach new heights-personally and professionally.One TeamFrom day one, you'll be part of a team that collaborates, celebrates, and cares. We move fast, support one another, and have fun along the way. Because when you thrive, we all thrive.INTRODUCTION:Build and lead a revenue engine that delivers predictable, scalable growth while developing the highest-performing SMB sales team in vertical SaaS.You will own the complete SMB revenue system, pipeline generation, sales execution, team development, and operational rigor, across a portfolio serving fitness entrepreneurs in 60+ countries.This is not a manager role. This is a revenue multiplier role.WHAT YOU'LL DO:Revenue OutcomesDrive significant new business growth from SMB segment with consistent quarterly performanceMaintain 10-day average sales cycle through disciplined executionDeliver 95%+ forecast accuracy with weekly pipeline inspectionScale predictable revenue without breaking the business modelProtect pricing discipline while maximizing value realization and expansion opportunitiesTeam Leadership & Scale Build, coach, and retain a team of 10+ high-performing SMB sellers across North AmericaDesign hiring systems that attract A-players and filter false positivesImplement behavior-based coaching that increases win rates and shortens cyclesCreate ramp programs that get new hires to productivity in Manage performance with clarity-accelerate top performers, exit underperformers decisivelySales System Architecture Own full-funnel conversion: lead → opp → closed-wonPressure-test capacity models: reps × activity × conversion = pipeline mathBuild inspection cadences that surface deal risks before they craterInstitute SPIN-based discovery that differentiates value and kills discountingDesign comp plans that align behavior to outcomesOperational Excellence Maintain CRM hygiene and data integrity as a leadership disciplineReport business performance with executive-level clarity (Board-ready)Collaborate cross-functionally with Marketing, CS, Product to unlock growthIdentify and eliminate friction in the buyer journeyBuild repeatable systems, not heroic actsWHAT YOU'LL NEED:Required 5+ years in SaaS sales leadership with proven ability to scale revenue7+ years of experience in SaaS selling and revenue teams3+ years managing SMB/Mid-Market sales teams of 10+ sellersTrack record of consistently exceeding quota (120%+ club membership preferred)Mastery of SPIN Selling and behavior-based coaching frameworksDemonstrated ability to build pipeline math models and manage capacity planningExperience in high-velocity, short-cycle SMB sales (sub-30 day ideal)Fluency in CRM analytics, funnel metrics, and revenue operationsExcellent communication skills , both verbal and in writing, with fluency in EnglishDifferentiators Led SMB sales in vertical SaaS, marketplaces, or multi-product environmentsExperience leading technical-oriented products to small-or-medium sized businessesDesigned hiring systems, ramp programs, and performance frameworks from scratchExperience in PE-backed or high-growth companies preparing for exitPassion for fitness, wellness, or serving entrepreneursHistory of developing future sales leaders from within your teamStrong background in coaching SPIN methodologyCulture Growth Mindset : Coachable, curious, relentless improverOne Team : Ego-free collaborator who elevates othersBest Life : Drives performance sustainably without burning people outComfortable with accountability, transparency, and direct feedbackEntrepreneurial spirit with institutional disciplineHighly motivated and competitiveStrong negotiation skills and ability to close customers within short sales cyclesAbility to work in a fast-paced environment and deliver to tight deadlinesGreat teamwork skills and sense of humorGreat work ethic and entrepreneurial spiritHigh level of commitment, attention to detail, and impeccable follow-upHOW YOU'LL BE MEASUREDQuarterly New business revenue created vs. targetAverage sales cycle (10 days or less)Pricing discipline and value realizationTeam quota attainment (% of reps at 100%+)Pipeline coverage ratio (minimum 3x)Annually Total revenue contribution to SMB segmentTeam retention and engagement scoresForecast accuracy and operational disciplineLeadership bench strength (promotions, development)Always Quality of hireSpeed of decision-makingCoaching impact on win ratesCross-functional collaboration effectivenessWHAT'S IN IT FOR YOU: Purpose led company with a Values focused culture - Best Life, One Team, Growth MindsetTime Off - with our open PTO policy, we offer flexibility in how and when you take PTO!Days of Disconnect - once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteamParental & Pawternity Leave - we offer leave for when your family grows by two feet or four paws!Best Life Perk - we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursementDiscounts - access to discounts with our partners, such as Dell, Microsoft & many more.Medical/Dental/Vision coverageEAP - we get you help when you need it. Period.Premium Calm App - enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16And more! - so many benefits we couldn't even fit them all here!Please note that the salary information shown below is a general guideline only and based on employees in the United States and may be different in other countries. Salaries are based upon candidate experience, qualifications, and location, as well as market and business considerations. Our pay range for U.S. based candidates for this position is $130,000 -- $140,000 USD annually. Your recruiter can share more about the specific salary range for the job location during the hiring process. Also, certain positions are eligible for additional forms of compensation such as bonuses and commissions.WHAT'S IN IT FOR YOU: Purpose led company with a Values focused culture - Best Life, One Team, Growth MindsetTime Off - with our open PTO policy, we offer flexibility in how and when you take PTO!Days of Disconnect - once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteamParental & Pawternity Leave - we offer leave for when your family grows by two feet or four paws!Best Life Perk - we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursementMedical/Dental/Vision coverageEAP - we get you help when you need it. Period.Premium Calm App - enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16And more! - so many benefits we couldn't even fit them all here!At ABC Fitness, we don't just build technology-we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don't meet every requirement.ABC'S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION :ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn't just the right thing to do-it's a business imperative. Learn more at abcfitness.comAbout ABC FitnessABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together. Learn more at abcfitness.com#LI-REMOTE