Director, SMB Sales

Openloop-Health; Des Moines (IA); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Health insurance

Dental & Vision

Flexible PTO

401(k) + Company Match

Life insurance

Pet insurance

Job summary

OpenLoop is seeking a Director of SMB Sales to own the outbound motion and the end-to-end SMB book for multi-location operators and creator brands.

You will build the account plan, lead a high-performing team, set qualification standards, and ensure fast, clean handoffs to onboarding, with revenue generated in the first year. This role requires proven scalability in SMB sales, comfort with multi-stakeholder buyers, and data-informed decision-making.

Qualifications

• 7+ years in sales with 3+ years leading a sales team.
• Built an outbound motion from scratch (targeting, messaging, sequencing, account plan).
• Credible with SMB owner-operators and founders; decisive, not a discovery framework.
• Sold into multi-stakeholder organizations where the signer is not the approver.
• Fluent with creator/influencer/PLG businesses and early-stage operators.
• Taken over an existing team, made fast, accurate reads and actions.
• Fluent in pipeline math and signaling when targets aren’t supported by inputs.
• Operate well with incomplete data and say so.

Responsibilities

• Own OpenLoop's SMB book end to end for multi-location operators and creator brands.
• Build the outbound motion: targeting, messaging, sequencing, and the account plan.
• Lead, coach, and develop the team, with authority over headcount.
• Build qualification standards to separate SMB from inbound and mid-market.
• Own speed to first touch on inbound routed to your segment.
• Partner with Marketing on ABM, events, and gifting as primary demand sources.
• Hold routing boundary with Inside Sales below and mid-market above.
• Own the handoff to onboarding and activation; responsible for first twelve months' revenue.
• Drive Launchpad attach for fastest path to live partners producing patients.
• Build scorecards for under-measured segments and report constraints honestly.
• Other duties as assigned.

Skills

Outbound motion

Sales leadership

Multi-stakeholder selling

SMB/Creator sales

Pipeline metrics

Job description

About OpenLoop

OpenLoop was co-founded by CEO, Dr. Jon Lensing, and COO, Christian Williams, with the vision to bring care anywhere. Our telehealth support solutions are thoughtfully designed to streamline and simplify go-to-market care delivery for companies offering meaningful virtual support to patients across an expansive array of specialties, in all 50 states.

About the Role

As Director of SMB Sales you own the operators and founders who are building something and need a partner who moves at their speed. Two of our fastest-growing segments sit inside your book and they anchor the role:

Multi-location brick and mortar operators. Practices and clinic groups scaling past their first site, where the buying decision involves an operations lead, a finance approver, and a clinician, and where the revenue ceiling is several times the single-site deal.

Early-stage creator-led brands. Founders with an audience, going zero to one on a health product, who need speed and a clear path rather than a discovery process.

This is a build. Today these deals mostly arrive by accident. You will own the outbound motion that goes and gets them, the qualification standard that separates them from single-location inbound below you and mid-market above you, and the handoff that turns a signature into sites that are live and producing patients. You inherit a team and the authority to shape it.

What You'll Do

• 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.

Who You Are

• 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. Targeting, messaging, sequencing, and the account plan, not just enforced someone else's cadence.

• You are credible with SMB owner-operators and founders. They want decisiveness and a clear path, not a discovery framework.

• 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.

Our Benefits

In addition, for salaried positions you would also be eligible for:

• Medical, Dental, and Vision plans

• Flexible Spending/Health Savings Accounts

• Flexible PTO

• 401(k) + Company Match

• Life Insurance, Pet insurance, and more

Our Company

We have a relatively flat organizational structure here at OpenLoop. Everyone is encouraged to bring ideas to the table and make things happen. This fits in well with our core values of Autonomy, Competence and Belonging, as we want everyone to feel empowered and supported to do their best work.

Sound like a good fit? We’d love to meet you.