[Remote] Director of Sales, SMB

Note: The job is a remote job and is open to candidates in USA. BILL is hiring a Director of Sales, SMB to lead its SMB sales organization and unify sales of its financial automation platform. The role oversees sales managers and account executives, owns pipeline, forecasting, bookings, and revenue attainment, and partners across teams to improve go-to-market execution and inform the product roadmap.

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

Skills

• 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
• Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future
• SaaS sales leadership experience
• Experience leading a multi-product or platform sales motion
• Background selling financial software or services to small and midsize businesses

Benefits

• Eligible to participate in BILL’s sales incentive and equity plans.
• Medical, dental, vision, life and disability insurance.
• 401(k) retirement plan.
• Flexible spending and health savings accounts.
• Paid holidays and paid time off.
• 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP).
• HSA & FSA accounts.
• Life insurance and long- and short-term disability coverage.
• Employee Assistance Program (EAP).
• 11+ observed holidays and wellness days, and flexible time off.
• Employee Stock Purchase Program with employee discounts.
• Wellness & Fitness initiatives.
• Employee recognition and referral programs.
• Remote-first work arrangement, with opportunities to connect in person.

Company Overview