Director, SMB Sales

As a Director, SMB Sales at Velocity Global, you'll be responsible for developing a tailored sales strategy for the SMB segment, guiding your team through various programs, hiring and managing sales talent, and collaborating with cross-functional teams to unlock new opportunities. You'll also forecast sales, optimize customer journeys, and aim to improve key metrics like the sales cycle and win rates.

To qualify for the Director, SMB Sales role at Velocity Global, you should have a Bachelor's degree in Business, Marketing, or a related field, along with a minimum of 8 years of experience in SMB sales and team building. Experience in reaching SMB accounts within HR services or SaaS, as well as familiarity with global employment solutions and CRM systems, is also essential.

Velocity Global values a collaborative culture highly, particularly in the Director, SMB Sales role. You will lead a team that thrives on inclusion and collaboration, working closely with various departments, such as sales, marketing, and partnerships, to share insights and drive collective success. You'll be encouraged to introduce processes that enhance teamwork and motivation.

As the Director, SMB Sales at Velocity Global, you will focus on developing a custom sales strategy tailored to the SMB market. Your strategy will involve in-depth analysis of customer pain points, competitive landscape assessments, and leveraging our AI-powered global workforce technology to streamline the sales process, enhance customer satisfaction, and promote sustainable growth.

At Velocity Global, the Director, SMB Sales plays a vital role in shaping the future of SMB sales. There are numerous opportunities for professional growth, such as leading a high-performance team, expanding into new markets, and building strategic relationships across departments, all of which can lead to further career advancement within the organization.

In my previous role, I successfully built a sales team focused on SMB accounts by hiring top talent and creating a training program tailored to their needs. I emphasized mentorship and ongoing development to foster a high-performance culture, which resulted in exceeding our sales goals by 25% in the first year.

To optimize the sales cycle, I routinely analyze data to identify bottlenecks. One effective strategy I implemented involved streamlining communication between sales and marketing, enabling faster responses to potential leads. This data-driven approach helped reduce our sales cycle by 20% while increasing our win rates.

Effective forecasting for the SMB segment involves analyzing historical sales data, market trends, and customer insights. I utilize CRM tools to track performance metrics and set realistic sales targets, ensuring the team is aligned with the overall business goals and can adapt to changing market conditions.

Motivating my sales team involves recognizing individual and team achievements regularly. I create an environment where feedback is valued and act on it. I also implement contests and incentives for exceptional performance, fostering a sense of camaraderie and friendly competition within the team.

One successful strategy I developed involved a customer journey mapping initiative. By identifying key pain points for our SMB clients, we tailored our sales approach, resulting in a 30% increase in customer retention and an overall boost in sales revenue.

Data plays a crucial role in the SMB sales process. It informs decision-making by allowing us to identify trends, forecast sales, and tailor our marketing efforts. By leveraging analytics, we can optimize our approach to meet customer needs effectively and stay ahead of competitors.

Managing relationships with senior-level partners requires strong communication and a strategic approach. I prioritize understanding their businesses deeply, enabling me to address their unique concerns. I maintain regular check-ins and showcase how our solutions align with their long-term goals while navigating their complex decision-making processes.

To enhance the customer journey for SMB clients, I focus on personalization and responsiveness. I utilize feedback mechanisms to gather client insights and adjust our processes accordingly, ensuring we address their specific needs promptly and effectively throughout their engagement with us.

When hiring for my SMB sales team, I prioritize candidates with a proven track record in sales, strong interpersonal skills, and a passion for helping SMB clients. I utilize structured interviews, role-playing scenarios, and assessments to ensure alignment with our culture and values while identifying top performers.

A common challenge in SMB sales is the lengthy decision-making process. To overcome this, I focused on building strong relationships with stakeholders and providing them with valuable insights that demonstrate ROI. By establishing trust and ongoing communication, I was able to expedite the process while meeting the unique needs of SMB clients.