Our client is seeking a Director of Sales to lead a direct-hire sales organization. Reporting to the CRO, this role is a player-coach position focused on leading a team of 8–10 Account Executives and owning team results through disciplined coaching, structured new-hire ramp, and consistent execution. The Director of Sales will partner closely with RevOps, Customer Success, and Marketing to support pipeline health, forecast accuracy, and the ongoing development of each AE.
The Director of Sales will lead and coach the team by running a consistent coaching cadence (including weekly 1:1s), conducting call evaluations, and reviewing pipelines. The role will use call recordings and structured scorecards to improve discovery, demo delivery, and objection handling, and it will manage performance through progressive coaching and accountability. The Director of Sales will also own new-hire onboarding and time-to-productivity, ensuring reps follow an onboarding checklist, shadow experienced AEs during the initial period, and ramp against clear expectations.
Core performance ownership includes building and maintaining an accurate, defensible forecast and a healthy, well-qualified pipeline across the team. The role will enforce CRM data quality and stage discipline, ensure playbook completion, and maintain process adherence throughout deal stages and dispositioning. Success is expected to be demonstrated through measurable progress in the first 30, 60, and 90 days, including establishing coaching routines, delivering reliable forecasts, and driving team quota progress and improved call quality through effective coaching. Qualifications include 5+ years of B2B sales experience with 2+ years leading a quota-carrying AE team of 8+ reps, demonstrated success against revenue targets, hands-on coaching capability, strong CRM discipline and fluency with HubSpot or comparable systems, and experience hiring, onboarding, and ramping AEs; preferred experience may include SaaS, payments/fintech, or logistics/transportation, as well as familiarity with sales enablement tooling and structured call-coaching frameworks.