Senior Director of SMB Sales, Beauty & Wellness

Job Description

Job Description

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 

• Fluency with AI tools and an AI-oriented mindset to evolving sales processes and operations 

• Strong analytical skills and sound commercial judgment, including understanding of unit economics such as customer acquisition cost, lifetime value, payback period, and retention by cohort 

• Experience leading and guiding the infrastructure required to support a sales organization: territory and segmentation design, quota and compensation plans, forecasting, enablement, and CRM rigor 

• Track record of independently identifying opportunities for organizational or operational improvement, successfully advocating for them with leadership, and following through on execution   

• Exceptional verbal and written communication skills, with the presence to represent the division to customers, partners, and industry audiences 

• Familiarity with the beauty and wellness industry, or with adjacent local services and vertical SaaS markets, is a plus 

• Strong sense of personal accountability, ownership, and pride of work; high levels of initiative and flexibility, and unwavering integrity and professionalism 

It is the Company's intent to pay all Team Members competitive wages and salaries that are motivational, fair and equitable. The goal of Company's compensation program is to be transparent, attract potential employees, meet the needs of all current employees, and encourage Team Members to stay with our organization. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.

The total compensation package for this position includes a base salary and may also include a performance bonus, benefits and/or other applicable incentive compensation plans

Have we piqued your curiosity?

Sound like the role for you? We'd love to hear from you! Even if you're not 100% sure about potential fit, we still encourage you to apply. We're looking for the right person, not the perfect series of checkboxes.

The Company is an Equal Opportunity Employer. We highly value diversity at our company and encourage people of all different backgrounds, experiences, abilities and perspectives to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or other protected characteristics.

By entering your email and phone number and submitting your application, you consent to receive emails, calls and SMS about your application and other roles at The Company, including by auto-dialer. Message and data rates may apply. Opt-out or text STOP to cancel at any time. If you are a California resident or reside outside the United States then by submitting your application you confirm that you have read, understood, agree and - where applicable - grant your prior, free, informed and express consent for the processing of your personal information, including sensitive personal information, as described in our California Applicant Privacy Notice or International Applicant Privacy Notice (as applicable).

Note: This description outlines key responsibilities but isn't intended to cover every task or duty. Additional responsibilities may be assigned as needed to support the team and business goals.