The opportunity Lead a team of 7–10 SMB account executives at an established safety and compliance software company. The team has thrived on strong inbound demand, and your job is to build outbound habits on top of it: coaching reps to self-source, raising the bar on performance and owning the team’s number. It’s a hands-on, player-coach seat on a stable team, with room to grow as the company builds out its North America sales leadership. What you’ll do Lead, coach and hold accountable a team of 7–10 quota-carrying SMB account executives Shift the team from inbound-heavy to a balanced inbound and outbound motion Make the tough performance calls when reps won’t adapt Own the SMB team’s number and forecast Stay hands-on: join deals, run pipeline reviews and model the outbound behaviors you expect What we’re looking for Currently or recently leading sales in EHS, workplace safety, compliance or safety training software . 3+ years leading a quota-carrying direct sales team, ideally including managers or team leads Experience leading SMB or commercial reps with $250K–$300K quotas and transactional deals ($15K–$50K) A track record of moving a team toward outbound: hiring and upskilling reps, setting prospecting standards and getting the right tools in place Experience at a PE-backed or acquisition-driven company Humble, performance-driven and comfortable owning your misses as well as your wins Compensation $300K OTE, uncapped Fully remote (US) About the company We’re hiring for a PE-backed leader in environmental health and safety (EHS), compliance and workforce-training software, recognized as a category leader by industry analysts. The company serves customers from small businesses up to Fortune 500 brands, has grown through a dozen acquisitions and ships AI products. Sales attrition is low, quotas are realistic and the culture is flat and no-ego.