Director, SMB/MM Sales (BCH)

About the role

The Director, SMB/MM Sales role is pivotal in driving revenue, retention, and growth objectives for Relias' SMB and Mid-Market segments. This role involves leading and developing a team to execute a strategic sales plan, aligning with cross-functional teams, and ensuring consistent performance.

Responsibilities

• Impact the profitability of the company through strategic and tactical sales management and deal execution
• Lead a team of Sales Managers to achieve new business and expansion goals in a high-growth environment
• Monitor and counsel team members to ensure they are compatible, effective, and growing
• Design, implement, and manage territory team structures
• Participate in programs to ensure effective sales strategies, positioning, and best practices
• Work with Revenue Operations on performance management, reporting, forecasting, and compensation
• Leverage data, automation, and AI-enabled tools to improve sales productivity, forecasting accuracy, and decision-making
• Coordinate with other internal teams to ensure effectiveness and efficiency
• Build a strong leadership bench through hiring, succession planning, and manager development
• Other duties as assigned

Qualifications

• 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 Salesforce capabilities
• 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 course-correct as needed
• Expertise with technology and comfort adopting new and emerging tools to support the sales process
• High level of organization, time management, self-initiative
• Strong presentation and stand-up facilitation skills
• Strong knowledge of the 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 different segments of the market
• Strong planning skills - both strategically and operationally
• 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-level client presentations
• Participation 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