Senior Director, Small Medium Business (SMB) Sales

What you'll do

• Lead AI Workforce Transformation through Copilot at Scale: Own regional strategy and execution to drive Copilot adoption across M365 Copilot, Copilot Chat, and Copilot Studio
• Drive premium mix and seat expansion by leading Secure AI Productivity and Copilot & Agents at Work solution plays
• Establish AI-first selling motion across all sales engines prioritizing Copilot attach to high-propensity customers
• Champion Better Together narrative (M365 + Copilot + Business Applications) to position Microsoft as default AI productivity platform for SMBs
• Drive AI Business Process Growth with Dynamics 365: Own execution of AI Business Process solution plays including Business Central growth, ERP transformation, and Copilot Studio adoption
• Accelerate cloud ERP migration and modernization targeting installed base and on-prem Dynamics customers
• Lead repeatable, partner-led Business Central offers and campaigns to improve win rates and shorten sales cycles
• Drive market share gains in ERP by prioritizing top direct partners and scaling AI-enabled business applications
• Own AIBS Growth Outcomes: Revenue, Customer Adds, and AI KPIs including revenue & ARR growth, net paid seat adds, gross customer adds, Copilot attach, MAU, premium mix, Business Central & Copilot Studio customer adds
• Drive balanced growth motions: acquire new AI customers, expand existing base via upsell/cross-sell, defend and grow renewal revenue
• Leverage data-driven targeting to prioritize high-propensity customers and maximize ROI of GTM execution
• Orchestrate End-to-End MCEM Execution Across AI Solution Plays ensuring excellence across AI Workforce and AI Business Process motions
• Drive cohort-based execution at scale aligning field, partner, and digital teams
• Lead integrated pipeline management and top deal orchestration to accelerate time-to-close
• Establish strong feedback loops to refine GTM strategy and cohort effectiveness
• Scale Partner Ecosystem for AI & Dynamics 365 Growth by building and activating partner ecosystem (CSP, distributors, MSPs)
• Drive partner skilling, certification, and co-sell readiness
• Lead joint GTM execution with top partners including campaigns and events
• Ensure partner ROI on Microsoft investments and accountability for pipeline contribution and deal closure
• Build an AI-Ready, High-Performance Sales Organization with deep expertise in AI, Copilot, and Dynamics 365
• Drive AI-first skilling and capability building for sellers
• Foster culture of customer obsession, cross-org collaboration, data-driven execution, and accountability
• Coach leaders and teams to embed consultative selling anchored in AI transformation scenarios
• Drive Continuous Optimization, Governance, and Market Leadership through rigorous business governance and tracking execution against AI-driven KPIs
• Maintain deep market and customer insight awareness including AI adoption trends, competitive dynamics, and partner ecosystem performance
• Ensure continuity and scalability of programs, campaigns, and solution plays adapting strategy based on performance and feedback

Requirements

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience
• 4+ years experience managing others
• Preferred: Master's Degree in Business Administration, Computer Science, Engineering, Business Management, Economics or related field AND 13+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR Bachelor's Degree AND 16+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR equivalent experience
• 7+ years experience leading teams and/or managers in a Sales organization
• 7+ years direct/formal people management experience

Tech stack

Benefits