Director of Sales
Leads Account Executives in B2B SaaS sales to mid-market and enterprise, driving forecast accuracy, pipeline health, and quota attainment through coaching, process implementation, and operational rigor. Requires 7+ years sales experience including 3+ in management.
What You’ll Do
30 Days
- Deeply understand pipeline health, forecast methodology, ICP segmentation, and current deal velocity.
- Build trust with Mid-Market, Enterprise, and Strategic AEs through hands-on deal coaching.
- Assess current forecasting process and identify gaps in accuracy, inspection, and accountability.
- Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression.
60 Days
- Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards.
- Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time.
- Reinforce outbound discipline within the AE team to ensure consistent self-sourced pipeline generation.
- Begin refining sales methodology adoption (MEDDPICC, SPICED, or similar) to increase consistency across deals.
90 Days
- Deliver consistent, reliable forecast rollups to the Head of Sales with clear visibility into risk and upside.
- Improve pipeline hygiene, stage conversion rates, and forecast predictability across segments.
- Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks.
- Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor.
Who You Are
- 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP).
- Proven track record of improving forecast accuracy and consistently delivering against quota in high-growth environments.
- Experience leading AEs selling into mid-market and enterprise accounts with deal sizes ranging from $240K to $1M+ ARR.
- Skilled at coaching complex, multi-stakeholder sales cycles involving developers, technical buyers, and C-level executives.
- Strong command of a recognized sales methodology (MEDDPICC, Challenger, Sandler, Command of the Message, or similar).
- Hands-on operator who thrives in early-stage, fast-moving environments and can build process from scratch.
- Highly analytical with strong pipeline management skills and CRM discipline (Salesforce experience strongly preferred).
- Excellent communicator and people leader who earns trust and leads by example.
Bonus: Experience in developer tools, API-first, infrastructure, AI, or voice technology companies.
What We Offer
- Competitive salary and excellent equity ownership.
- Comprehensive health coverage: medical, dental, and vision plans.
- Flexible time off.
- $10k annual L&D budget.
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