Director of Sales, Commercial

Lead and scale a high-performing SaaS sales team of Commercial Account Executives. Drive revenue growth, forecast accuracy, pipeline discipline, and operational excellence in a fast-growing B2B SaaS environment focused on workforce training solutions.

About the job

What you’ll do

Lead, coach, and develop Account Executives to exceed quota and pipeline goals
Execute on and enhance SaaS sales processes to support continued revenue growth
Drive forecast accuracy, pipeline visibility, and operational discipline
Manage sales operating cadences including forecast reviews, pipeline inspection, and performance management
Navigate complex deal mechanics including procurement, pricing, legal, security, and contract negotiations
Identify and mitigate pipeline risk to improve forecast reliability and deal conversion
Analyze SaaS KPIs including ARR, pipeline coverage, conversion rates, sales cycle trends, and AE productivity
Hold Account Executives accountable to repeatable performance metrics and success frameworks
Identify market expansion, whitespace, and revenue optimization opportunities
Monitor market trends, competitive positioning, and buyer behavior to refine sales strategy and messaging
Coach teams on discovery, qualification, negotiation, objection handling, and sales talk tracks
Partner cross-functionally with Enablement, Marketing, Product, RevOps, and Customer Success to improve GTM execution
Test and optimize sales motions, product positioning, and process improvements to increase scalability and efficiency
Drive adoption and best practices across Salesforce, Clari, Gong, and related sales tools
Support onboarding, enablement, and new product go-to-market initiatives
Foster a high-performance hybrid culture focused on accountability, collaboration, and execution

Who you are

Strategic and tactical SaaS sales leader with strong operational discipline
Deep understanding of traditional SaaS sales motions and recurring revenue business models
Proven ability to scale teams through growth-stage maturity phases
Strong analytical mindset with the ability to identify trends, risks, gaps, and optimization opportunities
Highly accountable leader who drives results through execution, coaching, inspection, and consistency
Excellent coaching and mentorship skills with a proven ability to elevate AE performance and create repeatable success
Strong understanding of forecasting methodology, pipeline management, and deal inspection best practices
Comfortable making data-driven decisions in fast-paced and evolving market conditions
Strong business acumen with the ability to recognize and capitalize on market opportunities
Effective communicator capable of influencing cross-functional stakeholders and executive leadership
Process-oriented leader who understands how scalable systems support long-term growth
Customer-focused with strong consultative selling and discovery capabilities
Creates a culture of accountability with clear expectations and performance standards
Comfortable addressing underperformance directly and effectively
Ability to build trust, consistency, and strong execution within a hybrid work environment
Operates with urgency, adaptability, and a growth mindset

Requirements

7+ years of progressive SaaS sales experience with multiple years in sales leadership roles
Proven experience leading Account Executive teams within high-growth B2B SaaS organizations
Traditional SaaS sales background with experience carrying quota prior to leadership responsibilities
Demonstrated success scaling sales organizations during rapid ARR growth stages
Strong understanding of SaaS KPIs including ARR, pipeline coverage, ASP, attainment, conversion rates, churn impact, CAC efficiency, forecast variance, and sales productivity metrics
Proven history of accurate forecasting and disciplined pipeline management
Experience managing complex sales cycles and enterprise-level deal mechanics
Proven ability to execute within repeatable sales processes and scalable GTM motions
Strong working knowledge of Salesforce, Clari, Gong, and modern sales engagement platforms
Experience introducing and supporting new product launches and evolving GTM initiatives
Strong understanding of forecasting methodology, pipeline inspection, and risk identification
Ability to identify market trends, evaluate competitive positioning, and adapt sales strategies accordingly
Skilled in developing sales talk tracks, coaching frameworks, qualification standards, and performance management systems
Experience using structured SaaS sales methodologies such as MEDDICC, Challenger, SPIN, or similar frameworks preferred
Strong business and financial acumen with the ability to interpret historical sales metrics and performance trends
Experience partnering closely with Revenue Operations, Product Marketing, and Customer Success teams preferred
Bachelor’s degree preferred or equivalent professional experience

Compensation & Benefits

Salary Range: $150,000 - $200,000
Bonus/Incentives: Quarterly variable compensation

Benefits & Perks:

Remote-first & flexible hours
Annual learning reimbursement
Family-friendly policies and support for work-life balance
Generous time off (3 weeks PTO, 1 week Winter Break, holidays, and sick days)
Comprehensive benefits (Medical, vision, dental, and 401(k) match)
Private Company Equity Options
Mental and physical health resources and social events

Skills

SaaS Sales, Sales Leadership, Forecasting, Pipeline Management, Salesforce, Clari, Gong, MEDDICC, Arr, Go-to-Market Strategy, Account Management, Sales Coaching