Senior Director of SMB Sales, Beauty & Wellness division
About the role
Playlist is launching a new business unit to deliver industry-leading tech solutions to beauty and wellness professionals: the spa and sauna operators, salon owners, estheticians, lash and brow artists, and barbers who make up one of the largest and most fragmented small business categories in the world (annual consumer spending $500b+). Reporting directly to the President of Beauty & Wellness, the Senior Director of SMB Sales will own new business generation among small businesses in this segment, and will develop and execute on strategies to sell Playlist’s existing SaaS products as well as several soon-to-launch, AI-native new products developed specifically for the Beauty & Wellness category. This is a rare and exciting opportunity to build and lead a newly constituted team in a highly entrepreneurial, zero-to-one environment, nested inside a company with the distribution, data, and capital to succeed in the category.
The role you'll play
Lead SMB sales for the Beauty & Wellness division globally, with accountability for achievement of monthly, quarterly, and annual sales targets
Develop and maintain industry expertise across Beauty & Wellness; build sales strategies informed by deep and nuanced understanding of customers, sub-segments, competitive landscape, and category trends
Deliver sales for a multi-product portfolio; determine how to match each prospect to the right product and how to customize sales channels, motions, and positioning to each product
Manage a multi-motion sales engine; continuously test new sales motions and channels and evolve team design and approach in response to results
Adopt a business owner mentality that extends past hitting sales volume goals: monitor and analyze post-sale customer outcomes and revenue quality, and develop approaches to improving them
Establish first-ever playbook for selling Playlist’s newly developed, AI-native SaaS products including messaging and positioning, customer targeting, incentives, and recruitment of early adopters
Design an AI-oriented sales organization, applying agents and automation across prospecting, research, qualification, and follow-up to maximize seller time spent with customers and on revenue-generating activities
Own the business management cadence for the SMB sales function, including pipeline management, forecasting, funnel analysis, and ongoing performance reporting; diagnose root causes of variance to target and respond appropriately to them
Lead and motivate the sales team and build an internal culture of excellence: spearhead talent acquisition, oversee team performance management, and drive sales commission and incentive programs and strategies
Serve on leadership team of the Beauty & Wellness division and contribute thought leadership to divisional strategy and performance across all domains and functions, not just sales
Experience and skills you'll bring
10+ years of sales experience, including several years in leadership roles including management of sales managers; experience in SMB-oriented SaaS sales preferred
Experience across multiple types of sales motions (inbound/outbound, inside/field, etc.), and with testing and piloting new sales strategies and motions
Proven track record of delivering results against company targets in a high-velocity environment with meaningful monthly volume
Experience in high-growth, high-ambiguity, entrepreneurial environment where sales playbook and strategy had yet to be established
Fluency with AI tools and an AI-oriented mindset to evolving sales processes and operations
Strong analytical skills and sound commercial judgment, including understanding of unit economics such as customer acquisition cost, lifetime value, payback period, and retention by cohort
Experience leading and guiding the infrastructure required to support a sales organization: territory and segmentation design, quota and compensation plans, forecasting, enablement, and CRM rigor
Track record of independently identifying opportunities for organizational or operational improvement, successfully advocating for them with leadership, and following through on execution
Exceptional verbal and written communication skills, with the presence to represent the division to customers, partners, and industry audiences
Familiarity with the beauty and wellness industry, or with adjacent local services and vertical SaaS markets, is a plus
Strong sense of personal accountability, ownership, and pride of work; high levels of initiative and flexibility, and unwavering integrity and professionalism
It is the Company's intent to pay all Team Members competitive wages and salaries that are motivational, fair and equitable. The goal of Company's compensation program is to be transparent, attract potential employees, meet the needs of all current employees, and encourage Team Members to stay with our organization. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.
The total compensation package for this position includes a base salary and may also include a performance bonus, benefits and/or other applicable incentive compensation plans