5+ years of SaaS sales experience, including 3 years in a leadership role.
Proven track record of building accountable, outbound-driven sales teams.
Experience managing reps across multiple segments with tailored coaching.
Strong coaching skills to identify and address performance barriers.
Solid understanding of CRM hygiene, forecasting, and pipeline management.
Familiarity with modern sales tools and AI applications in sales.
Ability to maintain composure and clarity in high-pressure situations.
Demonstrated urgency and genuine care for team development.
Responsibilities
Lead and develop a team of eight Account Executives across various segments.
Oversee the team's collective quota without carrying an individual target.
Cultivate a proactive pipeline culture with measurable outbound activities.
Utilize AI-powered tools for efficient prospecting and coaching.
Ensure accurate forecasting and maintain a disciplined weekly operating rhythm.
Coach using the Sandler Sales method across various sales stages.
Foster growth and advancement opportunities for team members.
Benefits
Opportunity to work with a product that transforms buyer engagement.
Direct access to executive leadership, including the CSO.
Strong support from dedicated Enablement, Revenue Operations, and Marketing teams.
Clear growth trajectory with established methodologies and career paths.
Ability to set performance standards and define success for the 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
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 Stack
Our 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.
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.
