Director of Sales

Summary

Join Fleetio as the Director of Sales, SMB, leading the SMB Sales organization to achieve significant growth. You will be responsible for strategic direction, team management, process refinement, and KPI tracking to meet sales targets. This role involves mentoring team leaders, collaborating with cross-functional teams, and building a scalable outbound sales strategy. You will leverage data to guide decisions, develop the team's structure, and partner with recruiting to hire top talent. Success in this position requires a proven track record of exceeding revenue targets in a fast-growing SaaS environment and experience leading and scaling high-performing sales teams.

Requirements

• 5+ years of experience leading a high-performing SaaS sales team
• Ownership mindset — you thrive in problem-solving and crafting solutions
• Extensive experience in scaling an outbound strategy
• SMB inside sales experience for a complex SaaS solution
• A demonstrated track record of exceeding revenue targets in a fast-growing organization
• Built and lead a world-class Sales organization
• A genuine interest and excitement in striving toward ambitious goals, hiring and rallying a team around those goals, and leveraging data to help you achieve those goals via methodical execution
• Successful track record of collecting and managing multiple business line forecasts with accuracy and predictability throughout the entire sales funnel
• Experience in selling vertical software to a range of buyer personas in a large total addressable market
• Be able to manage relationships with other strategic leaders across the Sales Division and Company
• In-depth business acumen with a comprehensive understanding of operational efficiency and scalable systems
• Ability to influence outcomes with team and peer leaders
• Organization Design to scale the team and performance
• Negotiation skills - both with external prospects and internal stakeholders
• Inspirational communication skills to motivate your team to top performance
• Innovative thinker that can experiment with new ideas and fail fast
• Proficient in delegation to optimize time management and task management
• Trusted by team, cross-functionally, peer leaders and senior leadership

Responsibilities

• Build a scalable outbound strategy that promotes effective prospecting and capture of our massive TAM
• Lead, set strategy, and grow an account-based and territory-based SaaS sales team focused on new customer acquisition across a massive market
• Partner with our Business Operations team to guide our Sales team and front-line managers to optimize and transform our current systems, processes, and analytics
• Leverage our Revenue Operations team to build upon our existing metrics to benchmark our team’s success and use data to guide decisions for future growth
• Work with Fleetio’s People and Business Operations teams to design the org structure and strategy
• Partner with our recruiting team to aggressively hire top-notch managers and individual contributors and continuously develop new and existing sales team members
• Partner with our Enablement, Marketing, and Demand Generation teams on planning key initiatives to drive opportunities and movement through the sales funnel
• Lead optimization efforts for all aspects of revenue growth

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012 #LI-REMOTE