US Sales Director

Title: US Sales Director

Reports to: SVP of Sales

Level: People Manager

Location: Remote in the USA (East and Central time zones)

About Napster

Founded on the principle of democratizing access, first to music in 1999, now to expertise in the AI era, Napster has consistently remained at the forefront of technological shifts that empower users. Today, the company builds embodied, multimodal AI agents that engage employees and customers where they already work: through video presence, voice, and text. Designed to work alongside people rather than replace them, Napster’s agents carry institutional knowledge into every interaction, elevating the user’s experience and improving business outcomes. For more information, visit napster.com.

The Opportunity:

Napster is hiring a US Sales Director to lead an existing team of Account Executives and build a repeatable enterprise sales motion across the United States. You will decide where the team should focus, match coverage and capacity to the best opportunities, and help every AE turn market insight into qualified pipeline and signed revenue. You will have scope to expand the team without a fixed headcount ceiling where the opportunity and business case support it. This is a hands-on people leadership role accountable for the team’s results.

In this role, you will:

• Build and update a practical US market plan: identify the segments, use cases, buyer groups and accounts most likely to produce durable revenue; test assumptions against customer conversations, conversion data and product feedback.
• Design coverage for the existing team and future hires. Allocate territories, named accounts, verticals and prospecting capacity based on market potential, deal complexity, AE experience and available support. Rebalance when evidence changes.
• Own the US team number. Set clear pipeline creation, conversion and revenue expectations; inspect deal quality and coverage; deliver a credible forecast with explicit risks and next actions.
• Hire, onboard, coach and develop AEs. Establish a useful operating cadence of one-to-ones, call and deal reviews, field coaching and performance conversations; raise the productivity of each seat, including new hires.
• Build the case for when and where to add AEs, using market demand, pipeline potential, territory capacity and expected ramp to prioritize each hire.
• Build a sales process that helps a growing team win: qualification standards, account plans, buyer mapping, value cases, close plans and CRM discipline. Keep the process lightweight enough for AEs to use.
• Join complex or strategic customer conversations when your judgment, relationships or deal coaching will improve the outcome. Help AEs navigate executives, technical stakeholders, procurement and multi-threaded buying groups.
• Know what the team needs to succeed beyond AE headcount. Forecast demand for Account Management, Solutions Engineering and Professional Services as deals grow; work cross-functionally to secure the right capacity and sequence hires against customer demand.
• Work with Marketing, Product, Solutions Engineering and leadership to sharpen positioning, improve lead quality and remove bottlenecks. Bring structured market feedback into product and go-to-market decisions.

What Success Looks Like:

• A clear view of the US market, documented priorities and a coverage model that explains why each AE is focused where they are and when additional hires are warranted.
• A practical capacity plan for Account Management, Solutions Engineering and Professional Services that supports deal execution, implementation and customer growth.
• A team that creates enough qualified pipeline for its targets, advances deals with discipline and forecasts with increasing accuracy.
• Improving AE ramp time and productivity, strong coaching and retention, and prompt action where performance or capacity is off track.
• Repeatable wins in the segments and use cases Napster chooses to pursue, with lessons from lost deals shaping the next iteration.

Key Qualifications:

• Experience leading and developing a team of enterprise or mid-market AEs in a US SaaS, AI or technology business, including hiring, performance management and ownership of a team revenue target.
• A track record of defining market or territory strategy and translating it into measurable coverage, capacity and pipeline decisions across a growing sales team.
• The judgment to model the full commercial capacity needed to win and deliver, then make a clear case for support from Account Management, Solutions Engineering and Professional Services.
• Strong judgment in complex, consultative sales: you can coach discovery, value creation, executive alignment and commercial negotiation without taking the deal away from the AE.
• Comfort with the economics of a sales organization: ramp, quota capacity, pipeline coverage, conversion, deal size, cycle length and forecast risk.
• Ability to sell an emerging product in an evolving category, learn quickly from buyers and make sound decisions with incomplete information.
• Clear communication, high standards and a coaching style that combines candor with practical support.

Helpful experience:

• Selling or leading teams in AI agents, conversational AI, API-driven products or related enterprise platforms.
• Building a sales motion in a startup or scaleup before territories, demand generation and playbooks were mature.
• Using AI tools thoughtfully to improve research, coaching and sales execution.

Benefits:

• Paid Time-Off: Flexible vacation time and 10 company holidays.
• Health Plans: Robust medical, dental, and vision plans for you and your dependents. Disability, life insurance, and FSA benefits are also available.
• Wellness: Access to Teladoc and an EAP.
• Parental Leave: Paid leave.
• Retirement Savings: Contribute pretax earnings to our 401(k) Plan.

Our Culture:

• Impact: Play a crucial role in our growth journey.
• Culture: Join a vibrant team valuing creativity and collaboration.
• Growth: Thrive in a fast-paced, dynamic environment.
• Reward: Enjoy competitive compensation, equity opportunities, and comprehensive benefits.
• Ready to shape our future? Apply now and be part of something extraordinary!

We’re looking for more forward-thinking, collaborative people to be part of our innovation journey and mission to push the boundaries of technology. If you’re ready to help us achieve this vision, we’d love to hear from you! At Napster Corp, we're looking for people who are invigorated by our values and driven to change the world, not those who simply check off boxes.

Napster embraces a diversity of backgrounds and experiences and provides equal opportunity for all applicants and employees. We strive to build a company that reflects a global audience.

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