Senior Director, SMB Sales

Healthcare should work for patients, but it doesn’t. In their time of need, they call down outdated insurance directories. Then wait on hold. Then wait weeks for the privilege of a visit. Then wait in a room solely designed for waiting. Then wait for a surprise bill. In any other consumer industry, the companies delivering such a poor customer experience would not survive. But in healthcare, patients lack market power. Which means they are expected to accept the unacceptable.

Zocdoc’s mission is to give power to the patient. To do that, we’ve built the leading healthcare marketplace that makes it easy to find and book in-person or virtual care in all 50 states, across +200 specialties and +12k insurance plans. By giving patients the ability to see and choose, we give them power. In doing so, we can make healthcare work like every other consumer sector, where businesses compete for customers, not the other way around. In time, this will drive quality up and prices down. 

We’re 18 years old and the leader in our space, but we are still just getting started. If you like solving important, complex problems alongside deeply thoughtful, driven, and collaborative teammates, read on.

Zocdoc's most important asset is our people. As a Senior Director of SMB Sales, you'll play a pivotal role in making sure that providers across the country can find and connect with patients on Zocdoc — and that once they do, they stay, grow, and thrive. You'll lead the SMB Sales organization end-to-end, shaping multi-year strategy, driving high-impact commercial execution, and building the kind of high-accountability, tech-enabled sales engine that wins. Your leadership will directly determine how Zocdoc competes, grows, and delivers on its mission of giving power to the patient.

• Personally motivated by building and scaling world-class sales organizations that consistently deliver against ambitious revenue and retention goals
• Autonomous, urgent, and creative. You thrive without a playbook and know how to write one
• Highly energized by operating in a high-velocity SMB environment where precision, speed, and accountability drive results
• Passionate about the intersection of technology, AI, and sales — and excited to lead a team that pushes the frontier of what a modern, tech-enabled commercial engine looks like
• The kind of person who raises the performance bar just by being in the room — you coach leaders, mentor emerging talent, and make everyone around you better
• Serious about your work, but not about yourself. Let's face it — leading a complex, fast-moving org through change requires both grit and a sense of humor

• Full ownership of the SMB Sales organization's strategy and execution — spanning acquisition, expansion, and retention — and ensuring near-term performance is balanced with long-term growth and market positioning
• Driving multi-year strategic planning and quarterly goal-setting, ensuring alignment with company objectives and broader commercial priorities across New Business and Account Management
• Building and fostering relationships with cross-functional partners including Product, Marketing, Product Marketing, Finance, and RevOps to shape go-to-market strategy, improve onboarding and conversion experiences, and strengthen the overall provider journey
• Identifying and scaling new growth levers across the SMB motion— segmentation, coverage models, product-led conversion pathways, monetization opportunities, and proactive acquisition of high-value providers
• Leading a high-performance, high-accountability culture across multiple second and third-line leaders, setting clear expectations, coaching for excellence, and creating strong development pathways across the organization
• Partnering with Revenue Operations to define the strategic roadmap for Zocdoc's SMB segment, with a strong emphasis on AI adoption, CRM hygiene, forecasting, automation, and performance cadence
• Working with cutting-edge GenAI tools and technology to drive measurable commercial outcomes including improved conversion, faster speed-to-lead, stronger retention, and better provider experience

• An unrelenting desire to build more equitable, inclusive, and diverse workplaces — you view this role as an opportunity to create positive change
• Meaningful (12+ years) experience in sales leadership with a proven track record in high-growth SMB, mid-market, or B2B SaaS environments
• The ability to integrate generative AI tools into daily workflows to automate tasks, foster innovation, and maximize productivity 
• Proven ability to lead multiple functions or sub-departments, driving cohesive strategies across acquisition, expansion, and retention in complex, high-volume commercial settings
• Demonstrated expertise in long-term strategic planning, organizational leadership, performance management, and financial acumen — including revenue performance, unit economics, CAC efficiency, and segment profitability
• A strong understanding of product-led growth, funnel design, segmentation, coverage strategy, and customer lifecycle management within technology-rich environments
• A compassionate but consultative and confident approach with both your team and your cross-functional peers
• A fundamental understanding of how to use market intelligence, customer behavior, and data-driven narratives to influence senior executives and shape company strategy
• The mentality of an entrepreneur/owner and a strong bias to action
• Superb communication skills! You believe in keeping all of your stakeholders in the loop and know that multiple mediums of communication are the key to success
• Humility. You believe in treating all people with dignity and respect, regardless of title or tenure