Job Title: Director, Sales
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid-Washington DC based
Target OTE: OTE range of $200,000 to $250,000.
What You'll Own- Leadership of eight AEs: three Enterprise, one Emerging Enterprise, and four Commercial.
- The team's rolled-up quota. You do not carry an individual number
- A proactive pipeline culture where every AE contributes self-sourced pipeline through consistent, measurable outbound activity, alongside SDR and Marketing-sourced opportunities
- AI-powered tooling across the funnel, from prospecting and call review to pipeline inspection and forecasting, so your team works more efficiently and your coaching is sharper
- Forecast accuracy and a disciplined weekly operating rhythm across segments
- Coaching in the Sandler Sales method across discovery, qualification, multithreading, competitive selling, and closing
- The growth and advancement of your reps, and a close partnership with Sales Development to keep the SDR to AE path strong
- Partnership with Sales Enablement, Revenue Operations, Marketing, and Product
What Success Looks Like- The team attains it's rolled-up quota across all three segments
- Every AE contributes self-sourced pipeline week after week
- Forecasts that the CSO and executive team can rely on
- AEs who run their own deals with discipline, supported by a coaching cadence they value
Our StackOur team works in Salesforce, Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Chorus, Winn.AI, Allego, and Claude
What You'll Bring- 5+ years of SaaS sales experience, including at least 3 years leading Account Executives
- A record of building accountable, outbound-driven teams and hitting team quota
- Experience leading reps across more than one segment, with the judgment to coach each motion on its own terms
- Coaching skill that shows you can find where a rep is stuck and change their behavior
- Command of the fundamentals: CRM hygiene, forecast discipline, coverage, and pipeline velocity
- Fluency with a modern sales stack, including CRM, conversation intelligence, sales engagement, and enablement platforms
- Hands-on use of AI tools to improve prospecting, coaching, and forecasting
- Steadiness through change and clarity under pressure
- Urgency and real care for your people
Preferred Experience- Selling into Customer Success, post-sale, or SaaS operations functions
- Moving AE teams from inbound-reliant models to outbound-led pipeline creation
- Training in Sandler, or experience with MEDDPICC or another structured methodology
- Experience selling AI-enabled products to buyers who are still forming a view
Why This Role - A product that is changing how buyers work. Our platform unifies every account, engages every customer, automates the right next step, and analyzes the whole book.
- Direct access to leadership. You report to the CSO and work closely with the executive team.
- Support in place. Dedicated Enablement, Revenue Operations, and Marketing partners are ready to help you execute.
- A proven growth path. Three segments, a clear methodology, and AEs who started as SDRs here.
- The standard is yours to set. You will define what high performance looks like on this team.
