Director of Sales, SMB
Job Type

Reports to

VP of Sales

Key Partnerships

Sales, Product, CS, Marketing and G&A Departments 

Mission & Vision

We transform how vehicle sellers engage, educate, and interact with shoppers across the entire customer journey, by harnessing the power of digital technology and data. We deliver the world’s most engaging customer experiences for vehicle sellers of every type and size.

Job Summary

The Director of Sales is an essential role at Impel that reports directly to the VP of Sales. This role will lead the SMB team in mentoring, coaching, and developing strategies to hit production targets. It will also require close coordination and alignment with other various sales departments, marketing, and product teams to share best practices and drive the organization forward. The role will oversee both in-office and remote sales staff.

Our Values

Relationships – We are dedicated to transparency, open communication and building trust that lasts beyond a transaction.

Grit – We approach every activity and opportunity with tenacity and tireless execution.    

Results – We achieve success for our partners and take personal accountability for everything we do.  

Energy – We never settle, we constantly seek out new ideas with ambition and enthusiasm.

Inventiveness – We lead with curiosity, which drives us towards continuous learning and innovation.

Passion – We share an entrepreneurial spirit that inspires us to go above and beyond everything we do.


  • Build and lead a high-performing team that continually executes against a well-defined sales process
  • Develop and implement sales strategies against new and current clients to exceed revenue targets 
  • Coordinate with the appropriate internal and external resources to deliver and close deals
  • Continuously evaluating sales tactics, strategies and talking points with the team
  • Maintain team accountability and define clear performance expectations through effective pipeline management, attentive people management and accurate forecasting
  • Deep experience building and scaling sales teams, preferably within SaaS across large and small customers in a fast-paced environment
  • Experience with managing all aspects of the sales lifecycle
  • Experience selling a category-creating product in a hyper-growth environment
  • Enthusiastic and positive leader with a proven track record in building and motivating teams
  • Experience with building a high-performance team in a hyper-growth SaaS Company
  • Hands-on experience in sales process design and iteration
  • You are a relentless leader in your pursuit of excellence
  • While you come with an abundance of experience, you look for constructive feedback from our partner ecosystem and employees of all skill levels
  • Maintains confidentiality of work-related issues, records, and company information.
  • Demonstrates a commitment to Diversity, Equity, and inclusion by treating everyone with respect and dignity, ensuring all voices are heard and advocating change.

Qualifications: 3+ years’ experience selling software with a proven track record of optimizing sales. 3 years of prior leadership experience managing sales teams with software, ideally SaaS-based organizations. Automotive experience is a huge plus! Strong verbal and written skills, and a willingness to travel 40% or as needed.