Job Description:We are hiring a
Director of Inside Sales to build and scale our Commercial segment team, focused on accounts in the $1B-$10B company-revenue range. This is a player-coach, hands-on leadership role for someone who has built and run high-performing inside sales teams in a complex enterprise software environment, and who understands how to drive growth across both new logo acquisition and the expansion / retention of an existing customer base. This role reports into the SVP Sales, partnering closely with our VP of Customers and GTM Operations at our HQ.
We work in a hybrid model-you'll join us in our Redwood City office 3 days per week (Tue, Wed, Thurs) to collaborate, connect, and help build a high-energy Inside Sales culture in person
What You'll DoYou will own the number for the segment: new ARR, expansion ARR, Net Revenue Retention (NRR), and Gross Revenue Retention (GRR). You will partner closely with Marketing, Sales, Deployment Strategist, Enablement and Operations to build a repeatable, metrics-driven sales motion that scales.
- Build and lead a team of Inside Sales Account Executives covering Commercial accounts ($1B-$10B revenue), including hiring, onboarding, coaching, performance management, and career development.
- Own the segment quota across new logo and existing customer expansion; forecast accurately, manage pipeline rigor in Salesforce, and operate a clean weekly cadence (pipeline, forecast, deal reviews, 1:1s).
- Sell alongside the team - get into deals, coach live, run discovery and executive conversations, negotiate, and help close strategic opportunities. This is not a hands-off role.
- Build and improve the Commercial sales motion: expansion and renewal playbook, account plans and MEDDPICC qualification, multi-threading, and value-selling against complex enterprise data and AI use cases.
- Drive inside sales discipline - set the bar on weekly activity metrics (customer meetings, calls, emails, pipeline generation), inspect them rigorously, and coach the team to hit them consistently.
- Run the renewal process end-to-end in partnership with Marketing and operations - own renewal forecasts, early risk signals, on-time renewal rates, multi-year extensions, and price uplift; protect GRR and expand NRR.
- Partner with BDR/SDR leadership and Marketing on demand generation, account-based programs, and pipeline coverage for the segment.
- Instill an "inspect what you expect" culture - clear leading indicators, weekly scorecards, transparent dashboards, deal inspection, and accountability for the numbers. No surprises in the forecast.
- Operate AI-native ways of working across the team - use Alation, Salesforce, Outreach, Claude and modern AI sales tooling to accelerate research, prospecting, deal prep, call review, forecasting, and coaching. Set the example for what an AI-first sales org looks like.
- Represent the segment's GTM strategy to leadership: present at QBRs, weekly forecast calls, and exec staff meetings; surface what's working, what's not, and what we need to change.
What You'll Bring- 8+ years in enterprise / commercial SaaS sales, with 3+ years in front-line sales management. Experience selling complex enterprise software (data, analytics, AI, governance, data infrastructure, or adjacent categories strongly preferred).
- Proven track record of consistently hitting and exceeding team quota in a B2B multi-stakeholder enterprise sale
- Demonstrated success driving revenue growth across both new logo acquisition and the existing customer base - you can speak fluently to NRR, GRR, gross retention, net expansion, churn, and the levers behind each.
- Operator mindset with deep inside sales discipline - you live in the activity metrics, run a tight weekly cadence, and lead with an "inspect what you expect" philosophy. You can show the dashboards you run your team on.
- Strong command of the renewal process - quoting, risk scoring, save plays, escalation paths, multi-year, and uplift - and a track record of protecting GRR while growing NRR.
- AI-native operator. You actively use AI tools to do your job better (research, prospecting, call prep, forecasting, coaching) and have an opinion on how to roll AI tooling into a sales team's daily workflow.
- Hands-on, player-coach mentality. You are willing and able to get into deals, run discovery, build business cases, and close - not just inspect a forecast.
- Experience building and scaling Commercial / mid-market or inside sales teams - hiring bar, ramp, enablement, comp design input, territory carving.
- Excellent cross-functional operator: works seamlessly with Marketing, CS, SE, RevOps, Product, and Field Sales.
- Outstanding communicator and coach. You can move easily between a 1:1 deal coaching session and an executive-level forecast review.
- Bachelor's degree or equivalent practical experience.
50/50 split. The on target earnings (OTE) range is specific to the United States and is $185,616 - $371,232 #LI-Hybrid
#LI-MS1
Compensation Pay Range:$150,609.00 - $203,322.00
Salary Information
The base salary range is specific to the United States. The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty and training. If the final candidate has a different level of experience, the base salary target range may be lower or higher than what is published.
