AtoB

AtoB

Head of Sales, SMB

San Francisco Bay Area · Staff+ · Full-time

Sponsorship not specifiedDetected 797 days ago
SalesforceCRMSalesAccount ManagementPipeline ManagementOutbound SalesForecastingLogisticsPerformance ManagementCompensationCustomer SuccessShopifyLeadershipCommunicationCollaborationMentoring

About the role

  • For the hard-working men and women of this sector, the existing suite of payment tools is outdated, difficult to use, prone to fraud, and saddled with shady fee structures.

Responsibilities

  • OWN THE REVENUE ENGINE: ACQUISITION, ACTIVATION, EXPANSION, RETENTION
  • Build and maintain a disciplined forecasting and pipeline management process that drives predictability and accountability.
  • Scale and optimize our phone-based, outbound sales engine that currently drives the majority of new business.
  • Implement and refine playbooks, scripts, talk tracks, and cadences designed for high-velocity environments.
  • Build and execute a strategy to move up-market, including targeting larger fleets and more complex accounts.
  • Partner with Marketing, Product, and RevOps to align ICP, messaging, packaging, and pricing with our upmarket strategy.
  • Design and refine a structured expansion and cross-sell motion focused on driving multi-product adoption and increasing share of wallet.
  • Build out a robust Account Management function responsible for ongoing relationship management, strategic account planning, and retention.
  • Ensure tight coordination between New Business, Account Management, Customer Success, and Support.
  • Lead, mentor, and develop a team of 6 sales leaders and 55+ ICs, across both FTE and BPO teams.

Requirements

  • 10+ years of experience in B2B sales, with at least 5+ years leading large, outbound-centric sales organizations.
  • Proven track record of owning the full revenue funnel (Acquisition, Activation, Expansion, Retention) and hitting or exceeding aggressive growth targets.
  • Experience managing managers and leading organizations of comparable scale (e.g., 5-10 frontline managers and 40+ ICs).
  • Experience with offshore BPO teams or global sales teams, especially in high-velocity outbound environments.
  • Familiarity with fintech, payments, logistics, or transportation industries.
  • Experience moving a business up-market (e.g., from SMB into Mid-Market/Enterprise) while preserving and scaling the existing core.
  • Prior leadership experience in high-growth startup or scale-up environments, where ambiguity is high and speed matters.

Nice to have

  • Sales team purpose
  • The Sales team at AtoB is tasked with driving sustainable, predictable revenue growth for the company.
  • Sales team values and operating principles
  • We take the craft of sales seriously and are motivated to consistently meet and exceed our revenue targets through a relentless focus on brilliance in the basics.
  • Team members who have high standards and are committed to improving themselves will do well here.
  • Those who would rather drag their feet, complain, and are comfortable maintaining the status quo will not.
  • As such, the ideal candidate has a proven track record leading large, outbound-centric sales organizations where success is driven by activity, quality of conversations, and disciplined execution.
  • Experience partnering with and scaling offshore BPO teams is a strong plus.

Skills

  • The trucking and logistics industry provides the backbone of the economy.
  • But the payments infrastructure on which it runs is broken.
  • The incumbent players in this space often overlook the economic and practical needs of this user base.
  • Supply chains rely on the timely movement of capital to function efficiently.
  • Our end game is a world in which that capital movement occurs fairly, smoothly, and without delay.
  • Our history and background

Compensation

  • We were named to Forbes annual Next Billion-Dollar Startup List https://www.forbes.com/sites/amyfeldman/2022/08/16/next-billion-dollar-startups-2022/?sh=4899e6d55308, and have just recently been selected to join the World Economic Forum htt

Benefits

  • Define success metrics and operating rhythms for account managers (e.g., renewal health, expansion pipeline, NRR).

Company info

  • Learn more about our mission, culture, and background on our Careers Page https://careers.atob.com/.
  • The Sales team at AtoB is tasked with driving sustainable, predictable revenue growth for the company. This revenue growth allows us to continue to serve our customers and our mission of modernizing the payments infrastructure for trucking and logistics.
  • We're changing that.
  • AtoB https://atob.com/ is building Stripe for Transportation - modernizing the payments infrastructure for trucking and logistics.
  • As we pursue that end game, we aim to center our customers in every way - offering them world-class customer experience and building products that work with and around the unique constraints of their daily lives.
  • We build for fleet managers in the office and drivers on the road.
  • We strive for products that are efficient, satisfying, and useful.
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This listing is sourced directly from AtoB's careers page and normalized into a canonical job model.