Director of Sales

The RoleWe're looking for a founding Sales Director to lead revenue growth across our markets. This is a rare opportunity to join a hyper-growth AI infrastructure company in a true leadership seat — reporting directly to the VP of Global Sales and working alongside the co-founders. You'll come in as a leader, inherit and grow a team, and shape how we go to market as we scale.What You'll DoLead and grow a high-performing sales team — hiring, coaching, and developing Encord sellers while staying close to the market yourselfOwn revenue growth across your market — taking the product to leading AI and tech businesses and scaling to $millions in ARRNavigate complex, full-cycle enterprise and mid-market sales with customers ranging from fast-growing startups to Fortune 500sPartner with the VP of Global Sales on GTM strategy, ICP expansion, and new verticals — with a clear path to owning an expanded geography, sector, or team as we scaleRoll up your sleeves and run sales cycles yourself during the ramp period — learning the product, the buyers, and the motion firsthand so you can coach your team from experience, not theoryBecome the authoritative voice on how Encord is positioned and pitched — setting the standard for the team around youRepresent Encord externally — at industry events, in senior customer relationships, and across the broader AI and Physical AI ecosystemCollaborate cross-functionally with Product, Engineering, and Customer Success to shape the roadmap and inform go-to-market decisionsStep up wherever needed: marketing, events, community, onboarding — this is a founding leadership roleWho We're Looking ForA proven sales leader with a track record of building and scaling high-performing teams — and the commercial credibility to lead from the frontSomeone who thrives in ambiguity — you don't wait for a playbook, you write itDeep experience selling technical products to technical buyers — ML engineers, data scientists, CTOs, and AI platform leadsA builder mentality — you want to leave something behind, not just hit a numberHigh commercial IQ — able to navigate complex, multi-stakeholder deals while keeping momentum and coaching others to do the sameGenuine excitement about Physical AI and where the market is goingExperience Requirements7–12 years in GTM roles at B2B SaaS companies, with a proven track record of leading and scaling high-performing sales teamsDemonstrated ability to hire, develop, and retain top sales talent — you've built teams, not just joined themStrong commercial intuition with the ability to build rapport and influence at all levels — from junior operators to CTOsThe gravitas to engage and win over senior leadership, and the ability to instil that same credibility in the people around youTrack record of top-percentile performance in sales leadership, academia, sport, or any competitive environment you've enteredA clear point of view on what great GTM looks like — and the conviction to build it from scratch in a fast-moving environmentWhy EncordCompetitive salary, commission, and meaningful equity in a high-growth startupClear, accelerated growth opportunities as the company scales rapidlyStrong in-person culture: 4 days/weekDaily team lunches & dinnersAnnual learning & development budgetComprehensive health, dental, and vision coverageUS employees: 18 paid vacation days plus US public holidaysUK employees: 25 paid vacation days plus UK public holidaysFrequent travel opportunities across the U.S., London, and EuropeBi-annual company offsites & monthly socialsOperating PrinciplesHigh agencyYou see something broken, you fix it or find the person who can. We celebrate the people who solve 90% of a problem before anyone asks.Build with care & urgencyWe bear-hug the customer. Former founders and people from fast-moving, high-stakes environments thrive here.Self-aware & hungryWe stay warm, self-aware, and genuinely hungry. We elevate our peers, and ego doesn't last long.Invent in real timeWe move toward the ambiguity. We're pragmatic, resourceful, energized by the fact that there's no playbook.If you're looking to do the most meaningful work of your career alongside people who push you to be better, we'd love to meet you.