Director of Sales – Account Executives

📋 Description

• Collaborate with the Vice President of Sales to implement our new logo acquisition strategy and convert company growth objectives into specific team expectations.

• Direct the Account Executive team with a strong emphasis on pipeline generation, funnel conversion, forecast precision, and quota achievement.

• Establish and uphold clear benchmarks for funnel conversion (MQL → SAL → SQL → Closed Won).

• Foster a culture where pipeline generation occurs daily and is managed proactively.

• Maintain a pipeline coverage of 3x+ to ensure reliable quota attainment.

• Guarantee that every MQL is properly dispositioned, every SAL is validated, and no opportunity is left stagnant.

• Promote outbound efforts to ensure that at least 25% of the pipeline is generated by sales.

• Conduct weekly funnel inspections to pinpoint issues in lead quality versus representative execution.

• Uphold stringent CRM hygiene—stages should reflect reality rather than optimism.

• Facilitate structured 1:1 meetings focused on skill enhancement, deal strategy, and performance improvement.

• Lead live deal reviews and role-playing sessions to enhance discovery, objection handling, and closing effectiveness.

• Mentor Account Executives on multi-threading, executive alignment, and competitive positioning.

• Create individualized performance improvement plans tied to quantifiable conversion and revenue metrics.

• Identify skill gaps across the team and develop targeted training programs to address them.

• Assist representatives in understanding their personal conversion metrics and areas for improvement.

• Recruit, develop, and retain high-achieving Account Executives.

• Actively manage territory and capacity to maximize opportunity coverage.

• Conduct structured weekly pipeline reviews focused on close strategies, risk identification, and next-step clarity.

• Maintain high levels of forecast accuracy and commitment integrity.

• Replace “hope” with data-driven qualification standards.

• Guide representatives through stalled deals and competitive displacement situations.

• Collaborate with RevOps to create dashboards that monitor funnel performance and conversion trends.

• Work alongside Marketing to ensure high MQL quality and swift feedback loops.

• Strengthen alignment between inbound pipeline, outbound generation, and revenue results.

• Continuously enhance messaging and positioning based on win/loss assessments.

⛳️ Requirements

• You’ve led from the front. You possess over 5 years of experience as a quota-carrying B2B SaaS seller and a minimum of 3 years leading Account Executives in a new logo context. You understand what excellence looks like.

• You know how to generate results, not just report on them. You have a proven history of enhancing funnel conversion, bolstering pipeline health, and driving steady new logo growth through disciplined execution.

• You’re primarily a coach. You truly enjoy nurturing talent. You adeptly utilize feedback, repetition, deal review, and clear expectations to assist representatives in their improvement.

• You’re skilled in diagnosing funnel issues. You can swiftly determine whether performance gaps arise from lead quality, execution skills, or qualification rigor.

• You possess operational sharpness. You have experience managing forecast rigor and pipeline health within Salesforce, leveraging data and process discipline to achieve predictable outcomes.

• You elevate standards. You set high expectations and make mediocrity uncomfortable. You believe that strong teams are built through consistency and transparency.

• You thrive on momentum. You excel in environments where pace is crucial and there are genuine opportunities to influence outcomes.

🏝️ Benefits

• Comprehensive insurance and benefit options, including two medical plans to select from, full coverage of employee dental and vision insurance premiums, HSA seed, company-paid STD, LTD, life insurance, telemedicine access, and an annual wellness benefit of $400.

• Policies that promote a healthy work/life balance, including Flexible PTO, 14 paid company holidays, paid parental leave, and volunteer days.

• 401(k) plan with a 4% company match and immediate vesting.

• A fully remote work culture with a monthly remote work reimbursement ($600/year) to support our distributed team and an annual in-person company kickoff.

• Engaging challenges to tackle with a dedicated and supportive team committed to your growth and development.

• A wonderfully unique culture where you are encouraged to bring your authentic self to work.