Note: The job is a remote job and is open to candidates in USA. OpenLoop provides telehealth support solutions that help companies deliver virtual care across multiple specialties. The Director, SMB Sales will own the SMB sales function, focusing on multi-location operators and early-stage creator-led brands, while building outbound demand, leading the team, defining qualification and routing standards, and driving customer activation and first-year revenue.
Responsibilities
- Own OpenLoop's SMB book end to end, with multi-location operators and early-stage creator brands as the two priority growth segments
- Build the outbound motion: targeting, messaging, sequencing, and the account plan for a multi-stakeholder buyer. This is majority outbound with an inbound overlay
- Lead, coach, and develop the team, with authority over composition and headcount as pipeline supports it
- Build the qualification standard that separates SMB from single-location inbound and from mid-market, and make it repeatable enough that a new hire can run it
- Own speed to first touch on the inbound that routes to your segment
- Partner with Marketing on ABM, events, and gifting as the primary demand sources here, and tell them with evidence when targeting or volume is the constraint
- Hold the routing boundary in both directions, with Inside Sales below and mid-market and enterprise above, and propose changes to it once you have data
- Own the handoff standard to onboarding and activation, and be accountable for first twelve months' revenue from the accounts your team closes
- Drive Launchpad attach as the fastest path to getting partners live and producing patients
- Build the scorecard for a segment that does not have one yet, and report the constraint honestly, whether it is targeting, pipeline volume, or rep performance
- Other duties as assigned
Skills
- 7-plus years in sales with 3-plus years leading a sales team, including a team responsible for generating its own pipeline
- You have built an outbound motion from scratch
- You are credible with SMB owner-operators and founders
- You have sold into multi-stakeholder organizations where the person who says yes is not the person who signs
- You are fluent with creator, influencer-led, and PLG-driven businesses, and you understand how an early-stage operator buys
- You have taken over an existing team, formed a fast and accurate read, and acted on it
- You are fluent in pipeline math and you will tell a leader when a target is not supported by the inputs
- You operate well with incomplete data and say so out loud
Benefits
- For salaried positions, eligibility for Medical, Dental, and Vision plans
- For salaried positions, eligibility for Flexible Spending/Health Savings Accounts
- For salaried positions, eligibility for Flexible PTO
- For salaried positions, eligibility for a 401(k) + Company Match
- For salaried positions, eligibility for Life Insurance and Pet insurance
- Remote work arrangement
Company Overview