Director of Sales (Pipeline & Revenue Growth)
This role reports to the CEO
Job Summary
We are seeking an experienced early-stage sales leader who thrives in a hands-on coaching and execution environment. This role is responsible for building a repeatable, high-quality pipeline engine, improving revenue performance, and serving as the operational leader, strategic resource, and sales process expert for the sales team.
This leader will actively participate in the sales process, support strategic opportunities, join customer demos and deal discussions as needed, and partner with the CEO on select enterprise opportunities.
This is not a maintenance role. We need a leader who can step into a developing environment, create clarity, and drive measurable results quickly.
Core Responsibilities
Sales Leadership, Strategic Deal Support & Revenue Ownership
- Drive overall pipeline health, revenue performance, and sales execution across the team without carrying an individual quota
- Serve as the primary sales leader and trusted resource for guidance throughout the sales process
- Participate in discovery calls, demos, strategic customer conversations, and deal reviews as needed
- Lead select enterprise and strategic deals in partnership with the CEO
- Reinforce accountability, execution discipline, and consistency across the sales organization
Qualification & Deal Discipline
- Define and enforce clear qualification criteria (MQL 12 SQL 12 Opportunity)
- Ensure all opportunities meet defined standards (problem, fit, next step)
- Maintain accurate pipeline stages, close dates, and deal values
Outbound & SDR Leadership
- Lead and support SDR-driven outbound pipeline generation efforts
- Develop target account strategies and outreach frameworks
- Improve conversion from outreach to qualified opportunities
Revenue Execution & Performance Management
- Own pipeline progression, deal execution, and sales process consistency across the organization
- Improve overall win rates, deal velocity, forecast accuracy, and revenue predictability
- Use data and reporting insights to identify issues, trends, and improvement opportunities
- Establish measurable sales performance standards and accountability metrics
Cross-Functional Alignment & Team Leadership
- Partner with Marketing and RevOps to improve ICP targeting, messaging, CRM accuracy, and pipeline quality
- Coach and develop SDRs and Account Executives on qualification, demos, deal strategy, and execution
- Establish clear expectations, accountability standards, and performance metrics across the team
- Create a high-accountability, execution-focused sales culture aligned with company growth objectives
Required Experience
- 6-8 years of B2B SaaS sales experience
- 2+ years leading or coaching sales teams
- Experience in a player/coach sales leadership role
- Proven success personally carrying quota while managing team performance
- Strong outbound and pipeline-building experience in low-inbound environments
- Experience operating in growth-stage or early-stage companies
- Strong forecasting, qualification, and pipeline management discipline
Key Competencies
- Pipeline builder with strong execution mindset
- High accountability and ownership of results
- Data-driven decision making
- Strong qualification and deal judgment
- Ability to operate effectively in changing or ambiguous environments
- Collaborative across Sales, Marketing, and Operations
