Senior Director, Global Sales, SMB

Bullhorn, Inc.; Boston (MA); Hybrid; USD 180,000 - 275,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) & Match

Unlimited PTO

Mental Health Support

Learning & Development

Volunteer Days

Referral Program

Mentor Program

Job summary

Bullhorn in Boston, MA is seeking a Senior Director, Global SMB Sales to lead our global SMB sales organization of about 35 people. You will set vision, strategy, and performance expectations, and coach managers and frontline reps to scale onboarding and development.

You'll focus on retention of a $45M+ SMB revenue base, work with Sales Operations, Marketing, and Customer Success, and represent Bullhorn at industry events.

Qualifications

• Experience leading B2B SaaS sales teams.
• Proven ability to manage 30+ staff across geographies.
• Experience retaining customers and growing revenue.
• Strong communication with C-suite and executives.

Responsibilities

• Lead and develop a global SMB sales organization, setting vision, strategy and performance expectations.
• Coach frontline managers and reps, building scalable onboarding and development.
• Improve retention across a $45M+ SMB revenue base using data, insights and frontline feedback.
• Understand SMB staffing and recruitment market and translate shifts into leadership recommendations.
• Lead monthly strategic leadership reviews with executives to align priorities.
• Serve as a senior escalation point for customer, commercial and internal issues.
• Represent Bullhorn externally, speaking at events and building relationships with customers and partners.

Skills

Global SMB sales leadership

Team coaching and development

Retention strategy

Cross-functional collaboration

Executive communication

Multi-time-zone work

Job description

Company Culture

Bullhorn's core purpose is to create an incredible customer experience, and the organization has a sharp focus on delivering very high quality products and services to its customers.

The company culture is shaped by five Core Values: Ownership, Energy, Speed & Agility, Service, and Being Human. Each value, and its underlying definition, serves as a behavioral guide for employees as they interact with customers and fellow coworkers and is an embedded way of operating across our organization.

Bullhorn is a fast-paced and dynamic environment where hard work and outstanding results are rewarded and celebrated. We value those that exhibit an eagerness to learn and a strong natural desire for continuous improvement and we encourage team members to stretch themselves, acknowledge challenges and learn from them. With a strong focus on growth, we provide ample opportunities for career development and prioritize promoting from within. We believe that leaders should care deeply about the development of their employees at all levels, emphasizing emotional intelligence and accountability. Our leaders collaborate closely to ensure the success of their teams, and we work together to achieve shared goals, creating a challenging and rewarding workplace for everyone.

Senior Director, Global SMB Sales

About the Role

Reporting to our Chief Revenue Officer, the Senior Director, Global SMB Sales will lead our global SMB sales organisation of around 35 people, playing a highly visible role in how we serve, retain and grow our small and mid-sized staffing and recruitment customers. This is a strategic, operational and highly visible leadership role, with responsibility for developing predominantly entry-level sales talent, improving retention across a $45M+ revenue base, managing significant escalations, and driving commercial performance in a high-volume, transactional environment. You'll work closely with Sales Operations, Marketing, Sales Enablement, Customer Success and Product to keep our SMB strategy and go-to-market aligned to customer and market needs, and you'll be a key partner to our CXT, leading monthly OLTs that help shape strategic change across the business. This is a global role - hybrid, with a minimum of three days a week in a local Bullhorn office, plus regular international travel - and it isn't a conventional 9-5; you'll need to work flexibly across time zones when the business genuinely needs it.

• Leading and developing a global SMB sales organisation, setting the vision, strategy and performance expectations for the function
• Coaching frontline managers and entry-level sales representatives, and building scalable approaches to onboarding, development and succession planning
• Taking a leadership role in improving retention across our $45M+ SMB revenue base, using customer data, market intelligence and frontline insight to spot risks and opportunities
• Developing a deep understanding of the SMB staffing and recruitment market, and translating shifts in customer behaviour and industry dynamics into clear recommendations for leadership
• Leading monthly OLTs with CXT, bringing together customer insight, commercial data and frontline feedback to align stakeholders around priorities
• Acting as a senior escalation point for significant customer, commercial and internal issues, and turning recurring themes into systemic improvements
• Representing Bullhorn and the SMB business externally, including speaking at industry events and building relationships with customers, partners and industry leaders
• Operating effectively across multiple geographies, cultures and time zones, adapting your schedule when global teams or customers genuinely need it

This role is a fit for you if

• You have significant experience leading B2B SaaS sales organisations, ideally in an SMB, high-volume or transactional environment
• You have proven experience leading globally distributed teams of around 30+ people, including frontline reps and managers
• You have a strong track record of developing entry-level and early-career sales talent
• You have demonstrably improved commercial performance and customer retention across a significant revenue base
• You have experience operating with C-suite and executive leadership teams, and presenting strategic recommendations that influence organisational change
• You have strong commercial and analytical skills, and experience managing significant customer and commercial escalations
• You're an exceptional communicator, confident presenting to executives, customers, sales teams and industry audiences
• You're willing and able to travel internationally and work flexibly across time zones when required
• A strong understanding of the staffing and recruitment technology market is a plus, though we're just as happy with a demonstrable ability to quickly get up to speed

Compensation

The annual on-target earnings for this role is $275,000, which includes a base salary of $165,000, plus commission, in addition to a comprehensive benefits package.

Compensation and Transparency Statement The posted range represents the good-faith estimate of what we expect to pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. Actual pay within the range will be based on factors such as, but not limited to, experience, skills, qualifications, geographic location, internal equity, and business or organizational needs and affordability. In accordance with state and local pay transparency laws we disclose salary ranges in all job postings and provide additional information upon request.

What we offer… Benefits

• Medical, Dental, Vision, 401(k), 401(k) Match, and more
• Unlimited Planned Paid Time Off
• Global Mental Health Support
• On-Demand Learning & Development
• Quarterly paid volunteer days
• Lucrative Employee Referral Program (eligible for prior to your first day)
• Company-wide mentor program

About Bullhorn

For the past 25 years, Bullhorn has dedicated itself to building industry-leading, cloud-based software for the staffing and recruitment industry. Through partnerships with 10,000 customers globally, Bullhorn has built a vast knowledge base of recruitment best practices and deep domain expertise to help firms scale their businesses. Founder-led and headquartered in Boston, Bullhorn employs 1,400 people across 14 countries focused on delivering an incredible customer experience - its core mission. To learn more, visit www.bullhorn.com.