Senior Director of SMB Sales, Beauty & Wellness

About the Company: At Playlist, life's richest moments happen when people step away from screens to move, connect, explore, and play. We're building the definitive platform for intentional living, connecting people with inspiring experiences in fitness, wellness, and beyond. With popular brands like Mindbody and ClassPass, Playlist empowers businesses and individuals, making it effortless for aspirations to become actions. Join us in reshaping technology's role to foster meaningful, real-world connections. 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 Fluenc