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Senior Director, SMB Sales

2026-02-20

United States, Massachusetts, Boston +9 more

4 days / week in-office

Overview Microsoft AI is pioneering the future of what AI can do and what technology can be. We are a global organization that includes AI research, Copilot, Responsible AI, Privacy and Security, Microsoft Health, Bing Search, Edge Browser, MSN, Shopping, and Microsoft Advertising (MSA). Our mission is to inform, support and empower our consumers with responsible AI. As the monetization arm of Microsoft AI, Microsoft Advertising's (MSA) vision is to be the best go-to platform to reach people from work to play, with personalized advertising that they love. Our vision in the Small & Midsized Business (SMB) segment is to empower every SMB marketer on the planet to do more. We are seeking an accomplished Sales Leader with deep digital advertising expertise and practical experience of leading high-scale Sales & Marketing programs to help realize that vision. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. As Senior Director, SMB Sales, you will lead the strategy, execution, and performance of Microsoft Advertising’s SMB business in the United States—one of our fastest-growing and most dynamic segments. This role places you at the center of an ambitious transformation as we design and scale the sales and lifecycle programs that will unlock our next wave of growth. You will define the US SMB go-to-market strategy, drive customer success and revenue delivery across both FTE and Delivery Partner sales motions, and ensure our teams execute with clarity, discipline, and impact. In this highly cross-functional role you will influence cross-functional experts across Microsoft Advertising and Microsoft AI (MAI) to evolve our offerings and bring the full value of Microsoft to millions of US small and midsized businesses. As a senior representative of Microsoft Advertising to the SMB ecosystem, you will engage via high‑reach platforms and industry channels to connect with thousands of SMBs and independent agencies—championing their success and framing Microsoft’s leadership in the next era of AI-powered digital advertising. 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.   Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction. Responsibilities <ul><li>Own revenue delivery and customer success for Microsoft Advertising’s SMB business in the United States, consistently surpassing quota and driving durable, highquality growth. </li><li>Set the strategic direction for US SMB by proactively identifying emerging market opportunities and trends and developing and executing effective territory and market plans; orchestrate crossfunctional alignment and enforce operational accountability with internal teams and delivery partners. </li><li>Design and scale impactful US sales plays and contribute to global sales play development; ensure rapid adoption and measurable business impact across all seller and partner motions. Scale US incubated programs to global markets. Partner closely with SMB Sales counterparts in International markets and Corporate Sales Management to share best practices and maximize short-term segment performance. </li><li>Lead US planning and investment strategy, bringing datadriven recommendations, market insight, and best practices to inform headcount, partner footprint, and growth opportunities. </li><li>Steward of the Business; Lead the US SMB rhythm of business, ensuring worldclass sales rigor, disciplined pipeline management and operational excellence; ensure every decision and customer engagement complies with Microsoft’s values, culture, and Trust code. </li><li>Serve as the senior SMB Sales Leader for the US territory, accountable for setting and reinforcing performance expectations, assessing the effectiveness of sales mechanics and approaches, and providing clear, vocal feedback to influence execution quality across Agency and Direct Advertiser sales motions. While the role includes evaluating Delivery Partner capabilities, the Sales Leader collaborates closely with Enablement and Learning & Development partners—leveraging their expertise and deferring to them on programmatic changes or skillbuilding recommendations. </li><li>Build and maintain influential relationships with top SMB clients, independent agencies, and industry associations; lead scaled customer engagement through highreach 1P/3P events, webinars, social media and thought leadership moments.reach 1P/3P events, webinars, social media and thought leadership moments. </li><li>Own critical escalations, drive customer satisfaction and retention, and develop activation and recovery plans that safeguard revenue and deepen relationships. </li><li>Influence digital marketing and Agentic AI experiences, partnering with cross-functional teams to create compelling, personalized customer journeys and digital-first experiences for US customers. </li><li>Champion the voice of the SMB customer and agency ecosystem, synthesizing regional insights to influence Microsoft Advertising and Microsoft AI Product teams on roadmap priorities, platform improvements, and GTM strategy. </li><li>Accelerate demand generation by supporting comarketing initiatives and integration partnerships that drive highvolume lead generation, acquisition, and funnel growth for Microsoft Advertising. Develop a close partnership with global SMB Acquisition and Lifecycle Marketing partners to maximize US market acquisition outcomes. </li></ul> Qualifications Required Qualifications:<ul><li>Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience. </li></ul> Preferred Qualifications:<ul><li>Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services<ul><li>OR equivalent experience.</li></ul></li><li>10+ years relevant digital advertising sales experience.</li><li>4+ years working in a large, global matrix.</li><li>3+ years of experience in strategy and execution of SMB scaled marketing and sales plays. </li></ul> #MicrosoftAI #MicrosoftAdvertising SMB Sales IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href='https://careers.microsoft.com/us/en/us-corporate-pay'>https://careers.microsoft.com/us/en/us-corporate-pay</a> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>

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Digital Solution Area Specialists - Security

2026-03-02

United States, Massachusetts, Boston +10 more

3 days / week in-office

Overview Do you enjoy working on a high-performing, fast-paced sales team?  Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!  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. As a Digital Security Specialist, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing solution sales strategies by leveraging various programs and offers. Additionally, you will be responsible for selling cloud services and platforms tailored for our managed customers. Furthermore, you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and Microsoft. Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn. In the Security Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership driving significant customer value and enabling transformational customer outcomes. As a Security Specialist you will build digital transformation security strategies with customers, collaborating across different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your end-to-end security expertise. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. 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. Responsibilities Sales Execution<ul><li style="font-family:Calibri;font-size:11.0pt">Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.</li><li style="font-family:Calibri;font-size:11.0pt">Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.</li></ul>Business Value Selling<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Hunt new Security opportunities by identifying and engaging with key business contacts, partners, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition.</li></ul>Scaling and Collaboration<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.</li></ul>Technical Expertise<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">You will initiate Security discussions with business decision makers conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. </li></ul>Sales Excellence<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">You will collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers</li></ul>Showcase a learning mentality<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena.</li></ul>Delivers Results Through Teamwork<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.</li></ul> Qualifications Required/minimum qualifications<div><ul><li>Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.</li></ul></div><div>Additional or preferred qualifications<ul><li>Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.</li><li>3+ years of solution sales or consulting services sales experience</li></ul></div> Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href='https://careers.microsoft.com/us/en/us-corporate-pay'>https://careers.microsoft.com/us/en/us-corporate-pay</a> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>

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Senior/Principal Software Engineer - Growth (CoreAI)

2026-02-14

United States, Massachusetts, Boston +4 more

3 days / week in-office

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