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Tabby is seeking a high-impact Director-level leader to own the performance, structure, and scalability of its SME Sales & Activation Engine. This is a high-volume leadership role managing a large team of inside sales managers and onboarding specialists responsible for acquiring merchants and moving them from prospect to live and transacting.
Key responsibilities include:
**Team Leadership & Sales Culture:** Hire, train, and lead a large team of Inside Sales Managers and Executives. Build a high-performance culture focused on KPIs including call volume, connect rates, conversion rates, and time-to-live. Coach managers on driving daily productivity while fostering a culture of trust, directness, and psychological safety.
**Tech-Enablement & Pre-Qualification:** Lead integration of technology (AI, automation, CRM tools) to automate lead pre-qualification before reaching the sales team. Design workflows where technology handles vetting, allowing sales to focus on high-quality, convertible merchants. Continuously audit the sales stack to remove friction and increase selling time per agent.
**Operational Ownership:** Own end-to-end funnel metrics. Identify leakage points and root causes. Review numbers daily/weekly, challenging performance narratives with data. Balance speed with quality to ensure merchants launch fast and correctly.
**Process Design & Continuous Improvement:** Design and document SOPs and playbooks. Remove bottlenecks by clarifying dependencies between Sales, Risk, and Ops. Drive structural fixes over manual workarounds.
**Performance Management & Reporting:** Define clear success metrics and ensure consistent tracking via dashboards. Implement a structure where team success dictates individual success. Hold managers accountable for outcomes (revenue/live merchants), not just outputs.
**Cross-Functional Alignment:** Act as primary bridge between RevOps, Risk, Legal, Product, and Tech. Translate cross-functional constraints into clear execution plans. Escalate strategically with solutions and context.
Required: 7+ years in high-velocity Sales, Business Development, or Sales Operations. 3+ years managing managers and large teams (15+ people). Proven track record implementing sales technology (dialers, CRM automation, lead scoring). Experience in Fintech, BNPL, SaaS, or high-volume e-commerce strongly preferred. Strong command of data (Excel/Sheets, Salesforce/HubSpot, Tableau/Looker).
