Senior Director, Small Medium Business (SMB) Sales

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.  

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.  

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.   

The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.

As the Senior Director, Small Medium Business (SMB) Sales for the Americas, you will be accountable to the SMB segment business goals and be the SMB customer advocate across the organization for AI Business Solutions (ABS). You are expected to define long-term growth plans, resource investment and expectations for business planning across regional operating unit, driving SMB segment growth aligned to GTM priorities, to provide strategic direction and drive alignment, influence, and impact across the organization, while helping nurture and grow leaders within the organization.  This requires continuous innovation and evolution of our sales strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local markets, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market, specifically the partner channel ecosystem.  You will lead a sales organization as a manager of managers, and work with key business partners from the partner, products and services, marketing, finance, and operations teams, driving alignment on the SMB strategy through the development of a holistic business plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

• Lead AI Workforce Transformation through Copilot at Scale 
  • Own the regional strategy and execution to drive Copilot as the primary AI workforce experience for SMB customers, accelerating adoption across M365 Copilot, Copilot Chat, and Copilot Studio through attach, expansion, and active usage. 
  • Drive premium mix and seat expansion by leading “Secure AI Productivity” and “Copilot & Agents at Work” solution plays—ensuring consistent execution across acquisition, upsell, and cross-sell motions. 
  • Establish an AI-first selling motion across all sales engines (VDS, Partner, Digital) that prioritizes Copilot attach to high-propensity customers and measurable outcomes (MAU, attach rate, ARR growth). 
  • Champion the “Better Together” narrative (M365 + Copilot + Business Applications) to position Microsoft as the default AI productivity platform for SMBs. 

• Drive AI Business Process Growth with Dynamics 365 (Business Central & ERP Transformation) 
  • Own end-to-end execution of AI Business Process solution plays, with accountability for Business Central growth, ERP transformation, and Copilot Studio adoption across SMB segments. 
  • Accelerate cloud ERP migration and modernization by targeting:  
    • M365 installed base → Business Central cross-sell 
    • On-prem Dynamics customers → cloud migration 
    • Upper SMB → Finance & Supply Chain transformation 
  • Lead execution of repeatable, partner-led Business Central offers and campaigns to improve win rates and shorten sales cycles