Director of Sales, SMB

Make your impact within a rapidly growing Fintech Company

Join BILL as Director of Sales, SMB and lead a new kind of sales team. We’re unifying our Direct sales org so every account executive sells the full BILL platform: Accounts Payable and Receivable alongside Spend & Expense. SMB is where most small businesses first meet BILL, and you’ll lead the team that turns that first conversation into workflows they rely on to run their operations.

You’ll lead up to 5 sales managers and about 42 AEs who handle a high volume of deals. You’ll own pipeline, forecast accuracy, and bookings and revenue attainment, and you’ll build the managers who coach the team. You’ll partner closely with marketing, revenue operations, business development, and post-sales, and take what you hear from the market back to product. That helps the businesses we serve, from startups to established brands, spend less time on financial admin.

Responsibilities:

• Lead, mentor, and develop up to 5 sales managers and their teams of AEs. You’ll own hiring, onboarding, and coaching to grow revenue in the SMB segment.
• Drive adoption of the unified platform motion. Equip managers and AEs to qualify, position, and sell the full BILL platform in a single sales cycle, with one AE, one deal flow, and one customer experience.
• Own pipeline management, forecasting, and attainment against bookings and revenue goals, using data to spot trends and adjust strategy.
• Run a high-velocity, inbound-led sales motion. Set clear activity, conversion, and cycle-time standards, and keep a consistent operating rhythm across a large team.
• Give leadership regular, data-based updates on attainment, team performance, and the challenges your teams face.
• Partner with marketing, revenue operations, business development, enablement, and post-sales to align on go-to-market priorities, routing, and handoffs, and to remove friction across the sales cycle.
• Turn customer and market insights into clear feedback that influences the product roadmap.
• Shape the pitch and messaging for how SMBs evaluate a unified financial automation platform.
• Build scalable processes for a growing sales org. Foster a culture of achievement, transparency, and collaboration through change.
• Drive strategy to grow qualified pipeline and win rates, backed by a clear view of your segment, the market, and competitors.

We’d love to chat if you have:

• 8+ years of sales experience, including 5+ years in sales leadership and 3+ years as a second-line leader (a leader of managers) who consistently exceeded bookings and revenue targets.
• A record of leading high-volume, transactional or velocity sales organizations, ideally 30+ reps.
• Experience hiring, developing, and coaching frontline managers, and holding them accountable for team performance, with a leadership style built on communication, transparency, collaboration, and mentoring.
• Experience leading teams through organizational change, such as a reorg, new segmentation, or a new comp plan or product motion.
• Strong written and verbal communication, including the ability to present strategy and results to colleagues at every level.
• Experience creating scalable processes and analyzing data to find trends in a competitive market.
• Working knowledge of Salesforce, Outreach, and other sales technologies that support a data-driven sales culture.
• Comfort partnering across sales ops, enablement, implementation, customer success, risk, and product to build best practices and process efficiencies.

Desired qualifications:

• SaaS sales leadership experience
• Experience leading a multi-product or platform sales motion
• Background selling financial software or services to small and midsize businesses

Please note that this position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future.