Director of Sales

About UsActivated Insights is a SaaS leader in the post-acute and long-term care market, serving one of the fastest-growing sectors in healthcare. Our technology, surveys, and training solutions support over 7,000 customers across 23,000+ sites of care, impacting hundreds of thousands of seniors each year.We’re a team of 250+ mission-driven individuals who care deeply about the experience of employees, customers, and the people in their care. Backed by an experienced private investment firm and led by a high-performing executive team, we’re building a category-defining company in a space that matters.What Sets Activated Insights Apart: We are at the heart of the healthcare industry's most dynamic sector, with an ever-growing demand for post-acute care and long- term care to address the fastest growing segment of the US population.Our bond with healthcare providers draws compassionate, service-driven team members, fostering a spirited, collaborative culture aligned on our mission to deliver exceptional experiences for our employees, our customers and the people in their care.A high performing executive leadership team with success in both public and PE companies, primarily in high-growth companies focused on the long term and post-acute care market.Backed by a private investment firm with 40+ years of experience forging lasting partnerships across the healthcare industry.About the RoleAs the Director of Sales (Mid-Market & SMB), you will lead a team of 7–10 Account Executives responsible for driving revenue growth across our Mid-Market and SMB segments within the post-acute care industry.You will own team performance, pipeline health, and overall execution. This is a hands-on role where you’ll actively coach deals, develop talent, and help shape how we win in the market.Your team will be responsible for approximately $2.5M–$3M in annual revenue, with a mix of inbound and outbound opportunities and a wide range of deal sizes across SMB and Mid-Market customers.This role is ideal for a sales leader who knows how to create accountability, build strong teams, and drive consistent results in a fast-paced, growth-oriented environment.What You’ll DoLead, coach, and develop a team of 7–10 Account Executives across SMB and Mid-Market segmentsOwn and drive team quota of approximately $2.5M–$3M in ARRManage a sales motion that includes roughly 40% inbound and 60% outbound pipeline generationSupport a wide range of deal sizes from ~$2K to $75K, with the majority of volume in SMB (average deal size ~$6,500) and larger opportunities led by senior team membersOwn pipeline health, conversion rates, and forecast accuracy across the teamEstablish clear expectations, accountability, and performance standards across the teamRecruit, hire, and onboard top talent, raising the bar with every hireProvide ongoing coaching through call reviews, deal strategy, and 1:1 developmentStep into key deals to support reps in complex or high-value opportunitiesBuild and refine sales processes, metrics, and operating rhythms to improve efficiency and resultsAnalyze performance data to identify trends, gaps, and opportunities for improvementPartner cross-functionally with Marketing, Sales Enablement, Product, and Implementation to improve conversion and customer experienceBring voice-of-customer insights to leadership to inform go-to-market strategy and product directionWhat You Bring5+ years of experience leading high-performing inside sales teams in a quota-driven environmentProven track record of driving revenue growth through team performanceExperience leading teams across high-velocity SMB and Mid-Market sales motions, balancing inbound efficiency with outbound pipeline creationStrong coaching skills with a history of developing Account Executives into top performersAbility to build structure, accountability, and consistency across a sales teamData-driven mindset with strong forecasting and pipeline management experienceExperience in SaaS or technology sales strongly preferredExperience in post-acute, senior living, or healthcare markets is a strongly preferredWhat Great Looks Like in This RoleYour team consistently meets or exceeds quotaPipeline is healthy, predictable, and well-managedForecasts are accurate and trusted by leadershipReps are developing, improving, and being promotedSales processes are clear, repeatable, and continuously improvingYou are seen as a strong cross-functional partner across the businessCompensation & GrowthCompetitive base salary + performance-based bonus tied to team resultsOpportunity to influence go-to-market strategy and scale a high-growth sales organizationClear path for growth as the company continues to expandLocationOn-site in Tampa, FLScheduleFull-time, 40 hours per weekMonday through Friday, standard business hours with flexibility as needed