3+ years managing a team of quota-carrying sellers, preferably in early-stage or Series B companies.
8+ years of B2B SaaS sales experience with a strong track record in closing large enterprise deals.
Proven ability to hire, coach, and retain high-performing Account Executives.
Consistent record of meeting or exceeding sales quotas.
Experience with six- and seven-figure deals and navigating formal procurement processes.
Familiarity with selling to technical or engineering buyers.
Strong consultative selling skills and a robust professional network.
Responsibilities
Build and lead the sales team by recruiting and onboarding Account Executives.
Mentor and develop team members through deal coaching and hands-on support.
Personally lead and close strategic opportunities alongside the sales team.
Set sales targets, manage the pipeline, and hold the team accountable.
Run complex deals involving multiple stakeholders across technical and executive levels.
Develop land-and-expand strategies for enterprise accounts in engineering and aerospace.
Collaborate with engineering to relay customer feedback and influence product direction.
Benefits
Competitive salary and meaningful equity.
Health, dental, and vision coverage.
Flexible time off and support for ongoing learning in the AI ecosystem.
Full Job Description
About the Role
Flow is hiring a Director of Sales to build and lead our sales team as we scale go-to-market. You will be a player-coach: closing our largest, most complex deals yourself while hiring, mentoring, and developing the Account Executives who will carry Flow into major engineering-led organizations that build complex hardware and software systems. This role is an opportunity to define how Flow sells, set the standard for the team, and directly shape our commercial trajectory at an early stage. What You'll Do
Build the sales team: recruit, hire, and onboard Account Executives, and tap your network to attract top talent.
Mentor and develop your reps through deal coaching, call reviews, and hands-on support in complex deals.
Stay close to the deals: personally lead and close strategic opportunities alongside the team.
Own the number: set targets, build the forecast, manage the pipeline, and hold the team accountable to plan.
Run complex, multi-threaded deals across technical, executive, and procurement stakeholders, often spanning long cycles and multi-year contracts.
Build land-and-expand motions across named enterprise accounts in engineering, hardware, and aerospace/defense.
Partner with engineering to relay customer feedback and influence the roadmap.
Collaborate with leadership on positioning, pricing, territory design, and go-to-market strategy.
Represent Flow at industry events, conferences, and customer meetings.
30-50% travel expected.
About You
3+ years managing and developing a team of quota-carrying sellers, ideally as a Head of Sales at an early-stage company or a Director of Sales at a Series B (or similar) company.
8+ years of B2B SaaS sales experience, including a strong personal track record closing large, complex enterprise deals.
You've hired, coached, and retained high-performing AEs, and people you've managed would want to work with you again.
Consistent record of you and your team hitting or exceeding quota.
Comfortable with six- and seven-figure deals and with formal procurement, security, and legal review.
Experience selling to technical or engineering buyers.
Strong discovery and consultative selling skills: you listen first, lead with customer problems, and teach others to do the same.
A strong professional network you can draw on to build the team.
Comfortable in a high-ownership, fast-paced environment where you build process as you go.
Familiarity with engineering, PLM, or requirements management tools is a plus.
How We Work & Values
Speed over everything: move fast, run experiments, learn quickly.
Own, downscope, ship, iterate: one clear owner per deal and initiative, from first contact to close.
Fundamentals done well: rigorous discovery, clear documentation, and thoughtful follow-through are part of every deal, not an afterthought.
Compensation & Benefits
Competitive salary and meaningful equity.
Health, dental, and vision coverage.
Flexible time off and support for continued learning and staying current with the AI ecosystem.
