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Director of Sales (Inbound SMB)

Austin, Texas

About ROLLER

ROLLER isn’t your average SaaS company. We operate globally across 30+ countries, powering millions of real-world experiences in the leisure and attractions industry. What we build doesn’t just live on a screen. It shows up in busy venues, peak weekends, and unforgettable moments for guests.

Our mission is simple but ambitious: help operators run better businesses while creating great guest experiences. That means solving complex, real-world problems across ticketing, point of sale, self-service, memberships, kiosks, and digital waivers, all at meaningful scale.

Just as importantly, it’s the people. We’re a team of 300+ smart, grounded, and genuinely passionate humans working across the globe. We care about quality, ownership, and doing work we’re proud of, without taking ourselves too seriously.

We’re growing fast, aiming high, and building something that matters. If you want to work on real problems, with real customers, alongside people who care deeply about their craft and impact, ROLLER is a great place to do it.

 

Why You'll Enjoy This Role!

🏆 A Sales Org Reps Actually Rate Highly - ROLLER is ranked in the top 5% of companies on RepVue, based on feedback from real sales professionals. That reflects strong leadership, fair quotas, clear processes, and an environment where early-career sellers are supported to learn and grow. Don’t take our word for it - check out our RepVue page and see what reps say about working here.

🚀 Own a High-Impact Growth Engine - Inbound is one of ROLLER’s most important revenue channels. You’ll own the performance and optimisation of the SMB inbound motion, driving conversion, velocity, and predictable growth. This is a role where execution matters, and your impact shows up directly in the numbers.

👥 Develop the Next Generation of Sales Talent - You’ll lead and coach a team of SMB Account Executives, helping them sharpen discovery, qualification, and closing fundamentals. Success here isn’t just about hitting a target - it’s about building a team that consistently performs at a high level.

🎡 Fun Industry With Real-World Energy - We power go-kart tracks, trampoline parks, waterparks and attractions around the world. Our customers are passionate operators creating memorable experiences, and you’ll see ROLLER in action firsthand. Site visits aren’t sterile office tours - they’re energetic, hands-on, and genuinely a blast!

 

Why You Want To Work With Us!

❤️ Loved by Customers - ROLLER is consistently highly rated on Capterra and G2, and trusted by leading operators worldwide. That doesn’t happen by accident. Customer obsession isn’t a value on a wall here, it’s embedded in how we prioritise, build, and measure success.

🏆 A Great Place People Choose to Stay - We’ve been Great Place to Work certified across multiple regions for several years running. That reflects a culture that values trust, autonomy, and growth, and an environment where high standards and psychological safety coexist.

💸 Competitive Package & Real Career Growth - We offer competitive compensation and benefits aligned to the level of ownership we expect. As ROLLER scales, so do the opportunities. People grow here by taking on bigger problems, broader scope, and greater responsibility. Progression is driven by impact and capability, not tenure, and strong performance is recognised and rewarded.

 

About the Role

We’re hiring a Director of Sales (Inbound SMB) to lead and scale ROLLER’s inbound new business motion within our Small & Mid-Market segment across the U.S.

This role owns the performance, execution, and optimisation of our inbound funnel, from lead intake through to closed-won and expansion handoff. You’ll lead a team of Account Executives focused on converting high-interest inbound demand into new revenue, driving velocity, win rates, and predictable ACV growth.

Reporting to the RVP of Sales, you’ll partner closely across Marketing, RevOps, and Customer Success to ensure inbound pipeline is effectively qualified, routed, and converted. This is a hands-on leadership role for someone who thrives in the details of execution, coaching, forecasting accuracy, and process refinement.

This role is based in Austin, Texas and follows a hybrid work model, combining in-office collaboration with focused remote execution.

 

What You'll Do

  • Own and optimize ROLLER’s inbound SMB sales motion, driving conversion rates, velocity, and revenue attainment across the team.
  • Lead, coach, and develop a team of SMB Account Executives, building a high-accountability culture focused on disciplined execution and consistent performance.
  • Partner closely with Marketing and RevOps to refine inbound qualification criteria, routing, SLA adherence, and pipeline hygiene.
  • Actively participate in deal strategy and provide hands-on support in complex or high-value opportunities when needed.
  • Maintain high standards of forecasting accuracy and pipeline management, identify risks early, and proactively drive corrective action.
  • Continuously improve onboarding, enablement, and sales process execution to increase ramp speed and performance consistency.
  • Analyse funnel performance metrics and implement data-driven improvements to increase conversion and ACV.
  • Recruit, hire, and develop top-performing SMB Account Executives.

 

About You

  • You are based in Austin, Texas, and thrive in a hybrid work environment.
  • 4-7+ years of sales leadership experience in B2B SaaS, ideally within high-velocity inbound or SMB environments.
  • Proven success leading Account Executives responsible for inbound conversion and full-cycle sales.
  • Strong operational mindset - you care deeply about metrics, conversion rates, forecast accuracy, and execution discipline.
  • Experience partnering closely with Marketing and RevOps to improve lead quality, routing, and funnel efficiency.
  • Demonstrated ability to coach reps on discovery, objection handling, deal qualification, and closing fundamentals.
  • Comfortable operating as a player-coach when needed without losing sight of team-level performance.
  • Clear communicator who can influence cross-functional stakeholders and create alignment around process improvements.
  • Proficient in Salesforce, Avoma & Google Workspace.

 

Perks!

🚀 You get to work on a category-leading product that customers love in a fun, high-growth industry - check our Capterra and G2 reviews.

🌴 20 days of paid time off (PTO), 10 sick days, and 13 paid US holidays.

🔋 ROLLER Recharge days to celebrate and recharge once we’ve hit our goals

🏥 Free Medical Insurance

💰 401(k) Plan with a 100% match on contributions up to 5%

🎉 Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns... you name it. We're willing to make it happen!

💙 Team member Assistance Program to proactively support our team's health and wellbeing - access to coaching, education modules, weekly webinars, and more.

🍼 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers

💡 Work with a driven, fun, and switched-on team that likes to raise the bar in all we do.

📚 Individual learning & development budget plus genuine career growth opportunities as we continue to expand!

 

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