Director of SMB Sales

Job description

HoneyBook is the leading AI-powered business management platform for service-based business owners. Designed to enhance - not replace - independent professionals. HoneyBook’s AI-powered tools help businesses attract leads, connect with clients, book projects, and manage payments more efficiently. With AI seamlessly integrated into every workflow, entrepreneurs can focus on their craft while scaling their businesses with confidence. Since its founding in 2013, HoneyBook has powered over 25 million client relationships and processed more than $12 billion in transactions, helping independent businesses grow faster and smarter. Our culture is built on five core values that inform everything we do. We encourage collaboration, feedback, ownership, and maintain a growth mindset. We know experience comes in many forms - some visible on your resume, others not. No one candidate will be a 100% perfect match to our description, so if you thrive in a fast-paced, intellectually curious environment and have relevant experience, we encourage you to apply. The best sales leaders don't wait for the lead to go cold, they're already on the phone. We're looking for a Director of Sales who owns revenue like it's their own business. You'll build the systems, hire the team, and set the pace, and you'll do it while personally modeling the hunter mentality you expect from your reps. A warm lead sitting untouched for an hour is a lost deal in your mind. You're joining at the ground floor of a sales motion we're building in earnest. That means the CRM isn't clean yet, the pipeline definition doesn't exist yet, and forecasting isn't happening yet. You won't inherit a finished machine, you'll build it, while still hitting the number. And you'll build it AI first: every process you stand up should assume AI does the first pass, your reps and you included. **What You'll Do** - Own the revenue number with full accountability for pipeline coverage, forecast accuracy, and close rate. - Build a clean, disciplined CRM: clear deal definition (not every trial or touch is a deal), standardized stages, mandatory amounts and close dates, and clean pipeline hygiene your whole team follows without you chasing them. - Launch a real forecasting motion in partnership with Finance: monthly commit, best case, and pipeline coverage against target. - Bring AI into the sales motion itself: lead scoring, qualification, call prep, follow-up drafting, forecasting support, pipeline hygiene checks. If a task can be AI-assisted, you default to building it that way. - Hire and onboard 2+ AEs and build the ramp plan, hiring bar, and coaching cadence that gets them producing fast. - Instill urgency as a team standard: warm leads get called immediately, no-shows get re-booked within 48 hours, deals don't sit untouched. - Improve win rate through real diagnosis of where deals are lost (stage, reason, source), not just top-down pressure to close more. - Run a weekly pipeline review that surfaces real numbers: total pipeline value, weighted pipeline, deals closing this month, stage conversion rates. - Coach reps on both pipeline discipline and deal execution, raising the bar on activity and quality at the same time. **What We're Looking For** - AI-first mindset. You reach for AI tools by default, not as a novelty. You've used AI to speed up prospecting, call prep, follow-up, or reporting, and you expect your team to do the same. - 5+ years in sales leadership, with direct experience owning a revenue number. - Proven hunter instinct: track record of building or scaling an outbound motion, not just managing inbound flow. - Hands-on CRM fluency (HubSpot preferred): you've built or fixed pipeline stages, deal definitions, and reporting from scratch. - Experience forecasting with Finance: commit/best case methodology, pipeline coverage ratios, cadence. - Track record hiring and ramping AEs, with a clear point of view on what a strong hiring bar looks like. - A bias for speed: you believe a lead called in the first hour converts differently than a lead called the next day, and you build your team's habits around that belief. - Excellent communicator, direct in feedback, clear with data, and comfortable bringing recommendations (not just options) to leadership. **Exceptional candidates will also have:** - Experience working for a business with two-fold revenue streams: subscriptions and transactions. - Background selling into venues, hospitality, or small business/creative verticals. ***The good stuff:*** ***Mission-driven:** You'll be joining more than just another startup. Our members’ success is at the heart of everything we do.* ***Impact:** We move quickly and encourage every employee to push the envelope. Our best ideas come from out-of-the-box thinking and innovation; be ready to fail fast and often!* ***Compensation:** We offer a competitive salary and meaningful equity grants.* ***Benefits & perks:** From wellness programs to exceptional family leave policies, the health and happiness of our employees are foremost.* ***Our core values:*** ***People come first:** We prioritize people as we explore opportunities and work through challenges.* ***Raise the bar:** We push for greatness—for ourselves, each other, and our members.* ***Own it:** Trust and ownership let us make decisions with confidence.* ***We love what we do:** We bring passion to our work and love what we create for our members.* ***Keep it real:** Authenticity, respect, and transparency are at our core.* *The opportunity at HoneyBook is huge. Our primary customers today are creative businesses that generate $150M in revenue per year in the US. Founded in 2013, HoneyBook is based in San Francisco and Tel Aviv, has raised $498M, and is funded by Tiger Global Management, Norwest Venture Partners, Aleph, Hillsven Capital, OurCrowd, Durable Capital Partners LP, Vintage Investment Partners, Battery Ventures, Citi Ventures, Zeev Ventures, and 01 Advisors.* **Follow us on** [**LinkedIn**](https://www.linkedin.com/company/honeybook/)**,** [**BuiltIn**](https://builtin.com/company/honeybook) **and** [**Instagram**](https://www.instagram.com/wearehoneybook/) **to catch the latest stories about HoneyBook.** Applicant Information When you apply for a job or an independent contractor/agent position with HoneyBook, we collect the information that you provide in connection with your application. This includes name, contact information, professional credentials and skills, educational and work history, and other information that may be included in a resume or provided during interviews (which may be recorded). This may also include demographic or diversity information that you voluntarily provide. We may also conduct background checks and receive related information. We use applicants’ information to facilitate our recruitment activities and process applications, including evaluating candidates and monitoring recruitment statistics. We use successful applicants’ information to administer the employment or independent contractor relationship. We may also use and disclose applicants’ information (a) to improve our Services, (b) as otherwise necessary to comply with relevant laws, (c) to respond to subpoenas or warrants served on HoneyBook, and (d) to protect and defend the rights or property of HoneyBook or others. Access our [Privacy Policy](https://www.honeybook.com/terms/privacy) .