Director of Sales
Hybrid (San Francisco)$375k - $420kFull-timePosted 8mo ago
About the role
Director of Sales - Mid-Market responsible for owning and scaling revenue in the mid-market segment, managing a team of quota-carrying Account Executives, driving forecast accuracy, and operationalizing a repeatable sales motion.
Responsibilities
- Own a mid-market revenue number and deliver consistent, predictable growth
- Ensure healthy pipeline coverage and strong conversion across all stages
- Support deals through late-stage execution, pricing, and close
- Deliver accurate weekly, monthly, and quarterly forecasts
- Create new processes, sales motions, and programs to drive pipeline and bookings
- Lead, coach, and develop a team of Mid-Market Account Executives
- Drive best practices in discovery, MEDDICC, and value-based selling
- Run 1:1s, pipeline reviews, deal reviews, and forecast calls
- Hire and ramp new AEs in partnership with Enablement
- Standardize and improve the mid-market sales motion
- Partner with RevOps to optimize CRM hygiene, dashboards, and KPIs
- Collaborate with Marketing on lead quality, campaigns, and conversion
- Partner with Customer Success on handoffs, expansion signals, and renewals
- Provide structured feedback to Product on roadmap gaps and buyer objections
- Surface competitive insights and positioning to GTM leadership
- Contribute to pricing, packaging, and territory strategy as we scale
Qualifications
- 5+ years of B2B SaaS sales experience, including 2+ years managing AEs
- Proven success selling to mid-market accounts (100–1,000 employees)
- Experience in Series A–C environments with defined but evolving processes
- Background selling technical, DevTools, or developer-adjacent products preferred
- Strong forecasting discipline and pipeline inspection skills
- Excellent sales coaching and deal strategy capabilities
- Comfort selling into technical buyers (Engineering, DevOps, Platform teams)
- Data-driven, systems-minded approach to sales management
- High accountability, low ego
- Servant leader
- Hands on but not a micromanager
- Coach-first mindset with a bias toward action
- Able to balance speed with rigor
Skills
Required:ForecastingCoaching
Last updated Sep 23, 2026. Interested? Apply on the company site.
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