SMB National Sales Director

Summary

Join Blackline Safety, a people-driven technology company dedicated to worker safety, as our National SMB Sales Director. This role is remote within North America, with significant travel. You will develop and execute sales strategies to achieve revenue targets in the SMB market, build key client relationships, and expand Blackline Safety's presence. Lead and develop a high-performing sales team of 6-10 Regional Sales Managers and cultivate strategic partner relationships. Collaborate with internal teams to tailor safety solutions for SMB clients and stay updated on relevant safety regulations. Present compelling sales pitches and provide regular sales forecasts to leadership. This is a strategic role requiring significant experience in B2B SMB sales and team leadership.

Requirements

• 5+ years of proven business development or sales experience, specifically in B2B sales to the Small and Medium Business (SMB) segment
• Demonstrated experience leading and managing a sales team of 6 to 10 Regional Sales Managers
• Critical experience in recruiting, onboarding, and developing successful partner relationships
• Demonstrated track record of success in acquiring new SMB clients and driving revenue growth
• Strong understanding of the operational challenges and safety needs of SMBs
• Required experience in one or more of the following industries: Energy, Utilities, Water & Wastewater, Fire & Hazmat, Transportation, Industrial, Consumer Goods
• Excellent communication, negotiation, and presentation skills, with the ability to articulate complex technical solutions clearly and concisely
• Ability to work independently, manage a territory effectively, and collaborate seamlessly with cross-functional teams
• Familiarity with CRM tools such as Salesforce or similar platforms
• Willingness to travel significantly within the assigned region (up to 50% travel may be required)

Responsibilities

• Develop and implement a comprehensive sales strategy to achieve revenue targets within the SMB market
• Identify, pursue, and secure new business opportunities with small and medium-sized businesses across diverse industries
• Build and maintain strong relationships with SMB owners, operational managers, and safety decision-makers
• Understand and navigate the unique buying processes and needs of SMB clients
• Lead, mentor, and manage a team of 6 to 10 Regional Sales Managers, fostering a culture of high performance and continuous improvement
• Recruit, onboard, and develop strategic partner relationships to expand market reach and drive indirect sales
• Work collaboratively with internal teams, including marketing, product management, and customer success, to tailor connected safety solutions for SMB clients
• Stay current with relevant workplace safety regulations and best practices affecting small and medium businesses
• Lead compelling presentations and product demonstrations for SMB stakeholders, showcasing the value of connected safety
• Provide regular sales forecasts, pipeline updates, and market intelligence to leadership

Preferred Qualifications

• Direct experience selling gas detection, connected safety, or lone worker solutions to SMBs
• Existing relationships with key SMB decision-makers or industry associations
• Knowledge of OSHA regulations and other general workplace safety compliance requirements relevant to small and medium businesses

Benefits

• Competitive salary, commission structure, and comprehensive benefits package
• Opportunities for professional growth and career advancement within a rapidly expanding global company