Our client is seeking a Director of Sales to lead a team of 8–10 Account Executives in a direct hire role. Reporting to the CRO, this is a player-coach position where you own team performance and drive results through disciplined coaching, a fast new-hire ramp, and consistent execution. You will partner closely with RevOps, Customer Success, and Marketing, and you will be responsible for pipeline health, forecast accuracy, and the development of each AE.
Key responsibilities include leading and coaching the sales team by running a consistent cadence of weekly 1:1s, evaluating calls, and reviewing pipeline; using call recordings and structured scorecards to improve discovery, demo delivery, and objection handling; and managing performance through fair, progressive coaching and accountability. You will also own new-hire onboarding and time-to-productivity, including ensuring completion of a formal onboarding process, coordinating shadowing with experienced AEs in the first week, and ramping new reps against clear 30-60-90 day expectations. In addition, you will hire, onboard, and ramp AEs at pace.
You will own pipeline, forecasting, and quota attainment by maintaining an accurate, defensible forecast and ensuring a healthy, well-qualified pipeline. This includes enforcing CRM data quality, stage discipline, and playbook completion, while holding the team to process adherence such as dispositioning, required fields, and deal gates. You will partner cross-functionally by addressing CRM and process friction with RevOps, providing structured input to Marketing on lead quality and quantity, and coordinating with Customer Success on clean deal-to-onboarding handoffs, with success measured across the first 30, 60, and 90 days.