Director SMB Sales
US Based Company for IT Services
PKR 1,980,000 • Published Date: • Pakistan (Hybrid)
Description
The Director, SMB Sales is responsible for leading and executing the strategic vision, growth, and operational excellence of the SMB business across assigned geographies and sales organizations. This role oversees Sales Managers, Account Executives (AEs), the Canada Sales Team, the UK Sales Team, and other supporting sales functions while driving sustainable revenue growth, profitability, customer retention, and market expansion.
The Director is accountable for sales strategy development, talent management, forecasting accuracy, pipeline health, customer experience, partner engagement, and operational execution across the Canada and UK SMB business. This leader works closely with executive leadership, Sales Operations, Marketing, OEM partners, Solution Architects, Professional Services, Customer Success, Human Resources, IT, and Finance to accelerate growth and establish Multinational Software Houses as the First Choice for IT.
The successful candidate will foster a high-performance culture built on accountability, ownership, innovation, customer obsession, collaboration, critical thinking, value delivery, and continuous development.
Responsibilities
What you’ll do as the Director Sales SMB:
Employees in this role are expected to exercise independent judgment, strategic thinking, leadership, and business acumen in managing sales operations and organizational performance.
This job description is not intended to be a comprehensive list of duties and responsibilities. Duties and responsibilities may evolve based on business requirements.
Responsibilities:
Leadership & Organizational Development:
- Lead, coach, and develop Sales Managers and the broader organization of Account Executives and future sales leaders.
- Build and sustain a high-performance sales culture focused on accountability, execution excellence, customer success, ownership, and collaboration.
- Establish consistent leadership operating rhythms, including one-on-ones, business reviews, performance discussions, coaching sessions, and leadership development activities.
- Partner with Human Resources on workforce planning, hiring, onboarding, performance management, recognition, employee relations, and organizational design.
- Identify leadership and capability gaps, implement development plans, and build a strong bench of future managers and directors.
Sales Strategy, Forecasting & Business Growth:
- Develop and execute the SMB sales strategy to deliver revenue, gross profit, services revenue, recurring revenue, and customer growth objectives.
- Own forecasting accuracy, pipeline quality, and business visibility across the SMB organization.
- Lead annual, quarterly, and monthly business planning across the Canada and UK SMB organizations.
- Develop growth strategies for new customer acquisition, existing customer expansion, strategic industry verticals, digital sales motions, and services-led selling.
- Identify market opportunities, competitive threats, customer trends, and capability gaps, and translate them into executable sales priorities.
- Own territory optimization, account segmentation, coverage models, capacity planning, and resource allocation strategies.
- Drive improvements in revenue growth, gross profit growth, services penetration, recurring revenue, customer retention, win rates, and seller productivity.
- Partner with executive leadership to establish, communicate, and execute strategic growth initiatives.
Sales Leadership & Execution:
- Ensure consistent execution of Multinational Software Houses sales methodologies, qualification standards, account planning, opportunity management, and customer engagement practices.
- Drive new logo acquisition, prospecting effectiveness, outbound activity, pipeline creation, cross-sell, upsell, and account expansion.
- Establish clear performance standards, productivity expectations, operating rhythms, and accountability mechanisms.
- Conduct regular business reviews and intervene on high-risk performance areas, stalled opportunities, and strategic deals.
Team Sell & Cross-Functional Leadership
- Lead collaboration across Sales Managers, Account Executives, Solution Architects, Advanced Technology Executives, Licensing Specialists, Professional Services, Customer Success, Sales Operations, Marketing, Finance, Human Resources, IT, and vendor management teams.
- Ensure the right resources are engaged at the appropriate stage of the customer lifecycle and sales process.
- Remove organizational barriers that affect customer experience, sales execution, service delivery, or revenue attainment.
- Sponsor cross-functional process improvements that increase speed, clarity, accountability, and seller productivity.
- Align partner programs, incentives, campaigns, and investments with SMB sales strategies.
What You Will Bring to the Team:
Required Qualifications
- Bachelor’s degree in business administration, Marketing, Information Technology, Management, or a related field.
- 5+ years of leadership experience, including experience managing managers and multi-level sales organizations.
- Experience leading Account Executive functions and geographically distributed sales teams.
- Strong understanding of customer segments, buying behavior, pipeline development, forecasting, and sales operations.
- Experience in technology solution sales, including hardware, software, cloud, cybersecurity, managed services, or professional services.
- Experience with CRM and analytics platforms, preferably Microsoft Dynamics 365.
Strong executive communication, decision-making, coaching, negotiation, and cross-functional leadership skills.
Preferred Qualifications
Experience selling IT solutions, cloud services, cybersecurity, software licensing, managed services, or professional services.
Knowledge of the SMB market and technology buying cycles.
Experience working with major OEM partners including Microsoft, Cisco, HP, Dell, Lenovo, Apple, Adobe, and VMware.
Experience leading distributed and global teams.
Experience
5 Years
Apply By
Required Skills
- Cross-Functional Leadership
- Talent Development
- Performance Management
- Business Development
- Strategic Planning
- Leadership
- Negotiation
- coaching
- Executive Communication
- CRM
- Sales Management
- account executive management
- Sales Strategy
- Forecasting
- Pipeline Development
- Customer retention
- Technology Solution Sales
- Microsoft Dynamics 365
Nice to Have Skills
- Cloud Services
- Cybersecurity
- Software Licensing
- Managed Services
- Professional Services
- SMB market knowledge
- technology buying cycles
- OEM Partner Management
- Global Team Leadership