Senior Director, SMB Sales

Responsibilities

• Full ownership of the SMB Sales organization's strategy and execution — spanning acquisition, expansion, and retention
• Driving multi-year strategic planning and quarterly goal-setting aligned with company objectives
• Building relationships with cross-functional partners including Product, Marketing, Product Marketing, Finance, and RevOps
• Identifying and scaling new growth levers across the SMB motion—segmentation, coverage models, product-led conversion pathways, monetization opportunities
• Leading a high-performance, high-accountability culture across multiple second and third-line leaders
• Partnering with Revenue Operations to define the strategic roadmap for Zocdoc's SMB segment with emphasis on AI adoption, CRM hygiene, forecasting, automation
• Working with cutting-edge GenAI tools and technology to drive measurable commercial outcomes

Requirements

• 12+ years experience in sales leadership with proven track record in high-growth SMB, mid-market, or B2B SaaS environments
• Ability to integrate generative AI tools into daily workflows
• Proven ability to lead multiple functions or sub-departments across acquisition, expansion, and retention
• Expertise in long-term strategic planning, organizational leadership, performance management, and financial acumen
• Strong understanding of product-led growth, funnel design, segmentation, coverage strategy, and customer lifecycle management
• Ability to use market intelligence, customer behavior, and data-driven narratives to influence senior executives
• Superb communication skills across multiple mediums

Nice-to-Haves

• Experience building and scaling world-class sales organizations
• Passion for the intersection of technology, AI, and sales
• Entrepreneurial/owner mentality with strong bias to action