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 <60 days 

• 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  

• 5+ years in SaaS sales leadership with proven ability to scale revenue 

• 7+ years of experience in SaaS selling and revenue teams 

• 3+ years managing SMB/Mid-Market sales teams of 10+ sellers 

• Track record of consistently exceeding quota (120%+ club membership preferred) 

• Mastery of SPIN Selling and behavior-based coaching frameworks 

• Demonstrated ability to build pipeline math models and manage capacity planning 

• Experience in high-velocity, short-cycle SMB sales (sub-30 day ideal) 

• Fluency in CRM analytics, funnel metrics, and revenue operations 

• 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 entrepreneurs 

• History of developing future sales leaders from within your team 

• Strong background in coaching SPIN methodology 

Culture 

• Growth Mindset: Coachable, curious, relentless improver 

• One Team: Ego-free collaborator who elevates others 

• Best Life: Drives performance sustainably without burning people out 

• Comfortable with accountability, transparency, and direct feedback 

• Entrepreneurial spirit with institutional discipline 

• Highly motivated and competitive 

• Strong negotiation skills and ability to close customers within short sales cycles 

• Ability to work in a fast-paced environment and deliver to tight deadlines 

• Great teamwork skills and sense of humor 

• Great work ethic and entrepreneurial spirit 

• High level of commitment, attention to detail, and impeccable follow-up 

HOW YOU'LL BE MEASURED 

Quarterly 

• New business revenue created vs. target 

• Average sales cycle (10 days or less) 

• Pricing discipline and value realization 

• Team quota attainment (% of reps at 100%+) 

• Pipeline coverage ratio (minimum 3x) 

Annually 

• Total revenue contribution to SMB segment 

• Team retention and engagement scores 

• Forecast accuracy and operational discipline 

• Leadership bench strength (promotions, development) 

Always 

• Quality of hire 

• Speed of decision-making 

• Coaching impact on win rates 

• Cross-functional collaboration effectiveness 

Compensation for this role will be determined based on a variety of factors, including relevant experience, qualifications, skills, geographic location, and market considerations. The anticipated compensation range for this position is -

WHAT’S IN IT FOR YOU:

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset
• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!
• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam
• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!
• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement
• Medical/Dental/Vision coverage
• EAP – we get you help when you need it. Period.
• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16
• And more! – so many benefits we couldn’t even fit them all here!

At ABC Fitness, we don’t just build technology—we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don’t meet every requirement.

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION: 

ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn’t just the right thing to do—it’s a business imperative. Learn more at abcfitness.com.

About ABC Fitness

ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.

From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together. Learn more at abcfitness.com

#LI-REMOTE