Director of Sales, Commercial

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