Director of Sales, SMB

Innovate with purpose At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters. Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. We're remote-first, with office spaces in San Jose, CA and Draper, UT — and opportunities to connect in person when it counts. BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks. BILL builds high performing teams and we seek to hire the best talent for every role. We're committed to building a workplace that fosters inclusion and diverse perspectives, valuing each person’s unique skills and experiences. We’d love to hear from you—you might be just what we’re looking for, whether in this role or another. ✨ Let’s give businesses more time for what matters. Make your impact within a rapidly growing Fintech Company Join BILL as Director of Sales, SMB and lead a new kind of sales team. We’re unifying our Direct sales org so every account executive sells the full BILL platform: Accounts Payable and Receivable alongside Spend & Expense. SMB is where most small businesses first meet BILL, and you’ll lead the team that turns that first conversation into workflows they rely on to run their operations. You’ll lead up to 5 sales managers and about 42 AEs who handle a high volume of deals. You’ll own pipeline, forecast accuracy, and bookings and revenue attainment, and you’ll build the managers who coach the team. You’ll partner closely with marketing, revenue operations, business development, and post-sales, and take what you hear from the market back to product. That helps the businesses we serve, from startups to established brands, spend less time on financial admin. Responsibilities: Lead, mentor, and develop up to 5 sales managers and their teams of AEs. You’ll own hiring, onboarding, and coaching to grow revenue in the SMB segment. Drive adoption of the unified platform motion. Equip managers and AEs to qualify, position, and sell the full BILL platform in a single sales cycle, with one AE, one deal flow, and one customer experience. Own pipeline management, forecasting, and attainment against bookings and revenue goals, using data to spot trends and adjust strategy. Run a high-velocity, inbound-led sales motion. Set clear activity, conversion, and cycle-time standards, and keep a consistent operating rhythm across a large team. Give leadership regular, data-based updates on attainment, team performance, and the challenges your teams face. Partner with marketing, revenue operations, business development, enablement, and post-sales to align on go-to-market priorities, routing, and handoffs, and to remove friction across the sales cycle. Turn customer and market insights into clear feedback that influences the product roadmap. Shape the pitch and messaging for how SMBs evaluate a unified financial automation platform. Build scalable processes for a growing sales org. Foster a culture of achievement, transparency, and collaboration through change. Drive strategy to grow qualified pipeline and win rates, backed by a clear view of your segment, the market, and competitors. We’d love to chat if you have: 8+ years of sales experience, including 5+ years in sales leadership and 3+ years as a second-line leader (a leader of managers) who consistently exceeded bookings and revenue targets. A record of leading high-volume, transactional or velocity sales organizations, ideally 30+ reps. Experience hiring, developing, and coaching frontline managers, and holding them accountable for team performance, with a leadership style built on communication, transparency, collaboration, and mentoring. Experience leading teams through organizational change, such as a reorg, new segmentation, or a new comp plan or product motion. Strong written and verbal communication, including the ability to present strategy and results to colleagues at every level. Experience creating scalable processes and analyzing data to find trends in a competitive market. Working knowledge of Salesforce, Outreach, and other sales technologies that support a data-driven sales culture. Comfort partnering across sales ops, enablement, implementation, customer success, risk, and product to build best practices and process efficiencies. Desired qualifications: SaaS sales leadership experience Experience leading a multi-product or platform sales motion Background selling financial software or services to small and midsize businesses Please note that this position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future. This role is eligible to participate in BILL’s sales incentive and equity plans. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits. The On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zone Zone 1: San Francisco Bay Area CA (includes HQ), New York City, Seattle, Los Angeles County $253,600—$304,200 USD Zone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts $228,200—$273,700 USD Zone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania $215,500—$258,500 USD What’s in it for you? Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well. Here is a preview of some of the amazing benefits here at BILL: BILL covers the majority of your medical, dental, and vision premiums, and that includes your dependents. HSA & FSA accounts Life Insurnace, Long & Short-term disability coverage Mental Wellbeing & Employee Assistance Program (EAP) 10 company holidays, 2 floating holidays and flexible time off Employee Stock Purchase Program with employee discounts Employee recognition and referral programs and much more Don’t believe us? Check out our culture, benefits, and teams on our career site, LinkedIn Life, or YouTube pages. BILL is an Equal Opportunity Employe