Head of Sales, SMB

Responsibilities

• Own the integrated revenue strategy across acquisition, activation, expansion, and retention
• Scale and optimize the phone-based, high-velocity outbound sales engine
• Drive up-market expansion by targeting larger fleets and complex accounts
• Recruit, hire, and ramp 20+ new Account Executives within 6 months
• Build and scale a robust Account Management function for multi-product adoption
• Lead and mentor a team of 6 managers and 55+ individual contributors, including BPO teams
• Partner with Revenue Operations to optimize CRM, reporting, and sales tooling
• Collaborate with Marketing, Product, and Executive teams on strategic growth and roadmap

Requirements

• 10+ years of experience in B2B sales
• 5+ years leading large, outbound-centric sales organizations
• Proven track record of managing managers and large-scale teams (40+ ICs)
• Experience leading high-velocity, phone-based sales to SMB and Mid-Market customers
• Demonstrated success in owning the full revenue funnel and hitting aggressive growth targets
• Strong systems thinking and data-driven decision-making skills
• Ability to recruit and scale high-performing teams in compressed timeframes

Preferred Qualifications

• Experience managing offshore BPO or global sales teams
• Background in fintech, payments, logistics, or transportation industries
• Experience moving a business from SMB into Mid-Market or Enterprise segments
• Experience working closely with Revenue Operations on compensation and territory design
• Prior leadership experience in high-growth startup or scale-up environments

About the Company

AtoB is building "Stripe for Transportation," modernizing the payments infrastructure for the trucking and logistics industry to ensure capital moves fairly and efficiently.