Director, SMB Sales

As Director of SMB Sales, you'll lead one of Apollo's largest and most dynamic revenue organizations — spanning new business acquisition and account management across our SMB segment. You'll manage a team of 4-5 managers overseeing SMB AEs and AMs in Austin, driving revenue outcomes across our highest-volume customer segment. This role requires someone who thrives with a high degree of ambiguity, thinks in systems, and knows how to build a performance culture that scales. You'll set the strategy, develop the leaders below you, and work cross-functionally across Product, Engineering, Marketing, CS, and Ops to unblock your team and shape how Apollo goes to market.

Day in the life…

Leadership & Team Development

1. Lead, coach, and develop a team of 4-5 Sales Managers in Austin — driving accountability, growth, and consistency across locations.
2. Build a performance culture through clear goal-setting, rigorous 1:1s, regular calibration, and ongoing development of your managers' coaching capabilities.
3. Identify and close skill gaps at the manager and team level through structured coaching, training investments, and playbook development.
4. Foster a collaborative, results-oriented environment that includes in-person team events and sales kickoffs across your US locations.

Sales Strategy & Execution

1. Own and drive revenue performance across your combined portfolio of new business and expansion, managing rollup quota across all 4-5 managers.
2. Develop and iterate on go-to-market strategy for the SMB segment — from territory design and segmentation to sales motion, pricing packaging, and competitive positioning.
3. Partner with Sales Ops to maintain pipeline health, enforce accurate forecasting, and surface data-driven insights that improve team performance and win rates.
4. Identify emerging market opportunities and adapt strategy in response to competitive and industry developments.

Cross-Functional Leadership

1. Serve as the voice of the SMB segment across the organization — partnering with Product, Engineering, Marketing, CS, Onboarding, and Legal to remove blockers and improve the customer experience at scale.
2. Lead and influence cross-functional initiatives that shape program design, tooling decisions, and process improvements for the broader sales org.
3. Represent SMB in executive-level planning discussions and contribute to company-wide go-to-market strategy.

Performance Management & Forecasting

1. Monitor, analyze, and report on team performance metrics — delivering accurate forecasts and regular business reviews to senior leadership.
2. Hold managers accountable to quota, pipeline standards, outbound contribution, and key performance indicators; address underperformance directly and constructively.
3. Use data to continuously improve sales processes, team efficiency, and conversion rates across the funnel.

Mindset and Behaviors

• Lead through ambiguity — You set direction clearly even when the path isn't fully defined, and you bring your team along with confidence.
• Build, don't just manage — You're not here to maintain a steady state. You see opportunity to improve how we sell, coach, and operate — and you act on it.
• Drive accountability at every level — You hold your managers to a high bar and coach them to do the same with their teams.
• Think in systems — You connect the dots across locations, motions, and functions, and you build processes that scale beyond you.
• Win as a team — You elevate the people around you, invest in their development, and measure your success by their growth.

Minimum Qualifications

• Good standing in performance — consistent quota attainment in FY25, averaging above 90% of rollup quota.
• 7+ years of sales experience in customer-facing sales or account management, with a proven track record of driving revenue growth, managing expansions, and increasing product adoption.
• 3+ years of experience managing managers, with demonstrated success developing front-line sales leaders.
• Strong analytical skills and a data-driven approach to performance management, forecasting, and decision-making.
• Excellent written and verbal communication skills, with the ability to present to and influence senior stakeholders across technical and non-technical audiences.
• Proven ability to work cross-functionally and lead through influence without direct authority.
• Thrives in a fast-paced, high-ambiguity environment — adapts quickly, maintains focus, and keeps the team moving forward.