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 Values
Best Life
We 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 Mindset
We 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 Team
From 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 Outcomes
- Drive significant new business growth from SMB segment with consistent quarterly performance
- Maintain 10-day average sales cycle through disciplined execution
- Deliver 95%+ forecast accuracy with weekly pipeline inspection
- Scale predictable revenue without breaking the business model
- Protect pricing discipline while maximizing value realization and expansion opportunities
Team Leadership & Scale
- Build, coach, and retain a team of 10+ high-performing SMB sellers across North America
- Design hiring systems that attract A-players and filter false positives
- Implement behavior-based coaching that increases win rates and shortens cycles
- Create ramp programs that get new hires to productivity in - Manage performance with clarity—accelerate top performers, exit underperformers decisively
Sales System Architecture
- Own full-funnel conversion: lead → opp → closed-won
- Pressure-test capacity models: reps × activity × conversion = pipeline math
- Build inspection cadences that surface deal risks before they crater
- Institute SPIN-based discovery that differentiates value and kills discounting
- Design comp plans that align behavior to outcomes
Operational Excellence
- Maintain CRM hygiene and data integrity as a leadership discipline
- Report business performance with executive-level clarity (Board-ready)
- Collaborate cross-functionally with Marketing, CS, Product to unlock growth
- Identify and eliminate friction in the buyer journey
- Build repeatable systems, not heroic acts
WHAT YOU'LL NEED:
Required
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5+ years in SaaS sales leadership with proven ability to scale revenue
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7+ years of experience in SaaS selling and revenue teams
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3+ years managing SMB/Mid-Market sales teams of 10+ sellers
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Track record of consistently exceeding quota (120%+ club membership preferred)
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Mastery of SPIN Selling and behavior-based coaching frameworks
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Demonstrated ability to build pipeline math models and manage capacity planning
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Experience in high-velocity, short-cycle SMB sales (sub-30 day ideal)
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Fluency in CRM analytics, funnel metrics, and revenue operations
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Excellent communication skills , both verbal and in writing, with fluency in English
Differentiators
- Led SMB sales in vertical SaaS, marketplaces, or multi-product environments
- Experience leading technical-oriented products to small-or-medium sized businesses
- Designed hiring systems, ramp programs, and performance frameworks from scratch
- Experience in PE-backed or high-growth companies preparing for exit
- Passion for fitness, wellness, or serving en