ChurnZero

Director, Sales

ChurnZero • $200K — $250K *
Washington, DC 20011In-Person
Business Services
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years of SaaS sales experience, with at least 2 years in leadership
  • Proven results in building outbound-driven sales teams
  • Expertise in coaching strategies for sales performance improvement
  • Strong grasp of operational tools and CRM management
  • Experience with modern go-to-market (GTM) technologies
  • Ability to adapt and drive change within teams
  • Effective leadership skills focusing on urgency and team growth

Responsibilities

  • Lead and develop a Commercial AE team focusing on SMB and Mid-Market Sales
  • Foster a proactive pipeline culture to enhance sales processes
  • Ensure accurate forecasting and quota achievement through disciplined operations
  • Deliver purposeful coaching to improve discovery and closing tactics
  • Collaborate with RevOps, Enablement, Marketing, and Product teams on strategy
  • Recruit and onboard new talent aligned with company culture
  • Shape high-performance metrics and standards within the team

Benefits

  • Leadership autonomy and direct interaction with executive leadership
  • Opportunity to be part of a strategic transformation in sales model
  • Working with AI-led innovations for efficiency
  • Impacting the future of Customer Success scalability
  • The opportunity to shape performance standards in a growing team
Full Job Description
Job Title: Director, Sales
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid-Washington DC, US-based
Target OTE: OTE range of $200,000 to $250,000.

What You'll Own
  • Full leadership of a high-potential Commercial AE team, currently 8 AE's responsible for SMB and Mid-Market Sales
  • Build and instill a proactive pipeline culture, transforming how we prospect, engage, and convert across the funnel
  • Own the team's forecast accuracy, outbound execution, and quota attainment through a disciplined sales operating rhythm
  • Coach with purpose: elevate rep performance in discovery, multithreading, competitive selling, and closing
  • Partner cross-functionally with RevOps, Enablement, Marketing, and Product to align strategy and execution
  • Recruit and onboard new talent as the team scales, with a sharp eye for potential and culture fit

What You'll Bring
  • 5+ years of SaaS sales experience, including at least 2 years leading Account Executives in high-growth environments
  • Proven track record of delivering results by building accountable, outbound-driven sales teams
  • Deep coaching capability-able to diagnose where reps are stuck and develop winning behaviors
  • Operational command: CRM hygiene, forecast discipline, coverage modeling, and pipeline velocity
  • Hands-on experience with modern GTM toolsets: CRM, conversational intelligence, prospecting automation, and coaching platforms
  • Comfort navigating change-whether evolving a team, segmenting markets, or building new motions
  • A leadership presence rooted in urgency, clarity, team development, and performance

Why Now
  • Strategic Transformation: We're redesigning our go-to-market model around market segmentation, pipeline ownership, and modern sales rigor
  • AI-Led Innovation: Our roadmap is rich with intelligent automation and embedded AI agents that will redefine efficiency and impact for our customers
  • Customer Success Category Leadership: ChurnZero is widely recognized as the gold standard in Customer Success platforms-we're now scaling to dominate
  • Leadership Autonomy & Visibility: You'll work directly with the CSO and executive leadership to shape strategy and outcomes
  • Real Impact: You won't just inherit a team-you'll shape what high performance looks like for years to come

Preferred Experience
  • Selling into post-sale, Customer Success, or SaaS operations functions
  • Building outbound-led AE teams from historically inbound models
  • Familiarity with Sandler, MEDDPICC, or other structured sales methodologies
  • A strong POV on coaching, structure, and scale in B2B sales

About ChurnZero

ChurnZero is a customer success platform that helps businesses understand how their customers use their product. The platform provides insights and analytics to help businesses reduce churn, increase customer satisfaction, and drive revenue growth. ChurnZero integrates with a variety of other software platforms, including Salesforce, HubSpot, and Marketo. The company was founded in 2015 and is headquartered in Arlington, Virginia.
Learn more about ChurnZero
Size
100 employees
Industry
Information Technology
Founded
2015
* Ladders Estimates

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