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 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 -

salary justification : $140-$155k CAD- annually. In addition to base compensation, eligible employees may be offered other forms of compensation, such as bonuses, commissions, equity, or other incentive programs, where applicable. Compensation and benefits may vary by location and are subject to applicable legal, business, and market requirements.

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:

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