Sales Director- San Francisco HQ

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About Orb

Orb is transforming how modern AI and software companies monetize at scale. We've built the next-generation billing infrastructure that turns complex usage-based pricing into a competitive advantage. Our developer-first approach powers companies like Vercel, Pinecone, and Replit, delivering real-time billing automation, lightning-fast pricing experiments, and granular revenue analytics.

Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a high-velocity team shipping infrastructure that’s defining the future of monetization.

We've built a hybrid work culture where we are in the office 3 days a week. Our values—customer centricity, minutes matter, run with it, and attention to detail—shape how we work and grow as a team.

The Role

The Sales team at Orb is responsible for identifying, engaging, and closing high-potential accounts across mid-market and enterprise segments. In this role, the Sales Director will support their AEs in the field to help them manage complex, technical sales cycles, cultivate their pipeline, and develop skills to become better sellers and professionals. The team operates in a collaborative environment with strong cross-functional ties to Product, Solutions Architecture, and Marketing. Team selling is foundational to the go-to-market approach.

In This Role You Will

• Consistently meet and exceed our New Logo bookings goals each quarter & year.
• Develop and demonstrate repeatability from pipeline generation to deal execution.
• Use your analytical skill and extensive Sales leadership to identify challenges within the sales funnel and devise interventions that drive additional growth.
• Maintain a strong focus on operational excellence, establishing and operationalising the right processes and rhythm of business through your team members that drives performance in line with forecast.
• Lend your expertise to strategically important deals at critical moments – bringing along internal & external stakeholders to get things across the finish line.
• Demonstrate excellent judgment in talent management, utilizing best practices in hiring, performance management, and employee development to maintain a high‑performing, diverse team.
• Gain a deeper understanding of Orb’s software, customers, sales processes, and marketing intent signals to better target future customers.
• Develop your product knowledge to serve as an internal Sales subject matter expert in the billing and revenue design space.

About You

• Minimum of 5 years in sales management with proven track record of success in a high‑growth SaaS environment.
• You have led teams focused on selling from mid‑market and enterprise accounts and possess a deep understanding of navigating complex organisations and sales cycles.
• You have executive presence and experience as an executive sponsor for C‑level relationships.
• Exceptional coaching and mentoring skills with a proven ability to develop and inspire sales talent.
• You have a track record of exceeding quarterly and annual team quotas through manager skill development and executing programmatic training, sales, and marketing programmes.
• You use data to reflect on past performance and inform your next move. You know how to use Salesforce to deepen your analysis and can report your findings to guide your team’s future strategy.
• Your soft skills strengthen your leadership and provide an inclusive model for your team.
• Your colleagues can trust your clear communication, deep organisational skills, and flexible time management.
• You value learning and are always working to develop your craft. You are reflective about your strengths and growth areas and seek out ways to become a better leader and contributor.
• Strong strategic thinking and planning skills, with a data‑driven approach to decision‑making.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.
• Proven ability to recruit, hire, onboard & keep top sales talent.
• A collaborative and results‑oriented work style with a strong sense of urgency.

Benefits

• Excellent medical, dental, and vision insurance.
• One Medical membership.
• Unlimited PTO plus an additional week off between Christmas and New Year’s.
• 401k plan.
• 16‑week paid parental leave with equity vesting.
• Commuter stipend.
• Catered lunches in the office.
• Annual learning & development stipend.
• Meaningful equity in the form of stock options.

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long‑term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression or any other characteristic protected by law.