Director of SMB Sales

About the position

monday.com is looking for an experienced Director of SMB to oversee our large & growing SMB team, consisting of multiple teams. The Director of SMB will oversee the New Business and growth (Expansions & Cross-Sell) of all of our customer base in the SMB segment. Supervising the leaders of several teams of SMB, the Director will be responsible for both the development of go-to market strategy for their remit as well as coaching and development of the Sales Managers in this organization. The incumbent will be responsible for the development and execution of go to market strategy for their assigned remit, including supporting the managers under their direction in the conversations of strategy to executable tactics. The Director will create and maintain a team of high-performing sales leaders through coaching and development activities. Additionally, the selected candidate will contribute to company success by identifying opportunities for operational improvements, creating alignment between the go to market strategy and customer journeys, and leading the team to exceed goals.

Responsibilities

• Partner with all members of the leadership team, including cross-functional groups (Account Managers, CS, Renewal, Partnership, Biz Dev, Marketing, Product, Rev Ops, Legal, Security, etc), to ensure all phases of customer life-cycle are aligned with complementary actions and accountability.
• Collaborate regionally and globally with other sales leaders surrounding GTM strategy to optimize customer ROI.
• Hire, integrate, enable, develop, and retain sales and sales leadership talent while supporting their success and fostering a results-driven culture of collaboration, accountability, and transparency.
• Accurately forecast and track leading indicators to ensure consistent and predictable monthly/quarterly results that align with the company objectives and revenue goals.
• Analyze data and dynamics to maximize existing successes and develop new growth opportunities for further scale.
• Accountable for key metrics and results, including new initiatives and all areas that require joint alignment surrounding the customer journey.
• Effectively develop, design, build, and execute all aspects of the SMB business plan (with global consideration/collaboration) to predictably and consistently generate short-term results while holding a long-term perspective.

Requirements

• 6+ years of experience building and running sales teams in the SaaS space.
• 4+ years of experience running successful sales teams in the SaaS industry, with demonstrated contributions to corporate go to market strategy and operations.
• Specialization in New Business/ New Logos motions and GTM.
• Experience with Expansions and Cross-Sell motions.
• Cross-functional leadership and influencing skills; ability to build strong partnerships both outside and within (ie Account Management, CSM, Renewal, and Partnership orgs).
• Proven track record of meeting/exceeding targets and objectives personally and as a leader.
• Operationally strong; skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions.
• Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs, and Line of Business - focused on driving value.
• Ability to thrive in a fast-paced environment; the atmosphere of a startup energizes you, and you understand how to thrive when change is constant and obstacles need to be overcome with optimism, creativity, and teamwork.
• Highly professional with strong verbal and written communication skills.
• Mastery of consultative/solution selling methodologies like CoM, MEDDIC, Challenger, Solution Selling, and Sandler.
• Exhibits passion, persistence, and integrity in all that you do while being Customer Obsessed and thinking 'out of the box' to uncover and pursue new opportunities.

Benefits

• Opportunity to join a well-funded, proven company with big ambitions, competitive salary and benefit package, bonus potential, and eligibility to take part in the company equity incentive program.
• Amazing company culture that values transparency and collaboration while never forgetting to have fun while we work!
• Monthly stipends for food, wellness, and commuter work.
• Fully dedicated learning and development team that provides opportunities for our employees to hone and gain new skills.
• Award winning work environment - named a 'Best Place to Work' by BuiltIn as well as 'Great Place To Work' certified.
• We foster diversity, inclusion, and belonging through our Employee Resource Groups in addition to providing access to resources and education to support our team, facilitate conversations, and encourage understanding.
• A global work environment with employees in Tel Aviv, New York, San Francisco, Miami, Chicago, Denver, London, Kiev, Sydney, São Paulo, and Tokyo.