Director of SaaS Sales (Washington DC-Baltimore Area)

Director of Sales - High-Growth SaaS - Lead a Team That Wins

The Opportunity :

As a Director of Sales at our client, you’ll be at the forefront of our growth strategy, leading a hybrid team responsible for both net-new customer acquisition and expansion within existing accounts.

You’ll coach, inspire, and execute. Your playbook combines process, performance, and people, and you know how to hit a number without losing the human touch. If you’re a hands-on leader who thrives in a high-growth SaaS environment and knows what it takes to turn potential into performance—this is your moment. Please note that if coaching is not at your core, this role is likely not for you.

What You’ll Do:

• Work as a member of the sales leadership team (Directors, Managers) to enhance our sales strategy, GTM Motion, sales practices, and more. This isn’t a role where you will only be a tactical executor, you’ll help shape our sales motion
• Develop a winning team including recruiting, hiring, training/onboarding, retention and coaching. Our client is a performance driven sales culture that demands excellence from our leaders and sales team.
• Own your number, end to end, without making excuses. As the leader of a team of 5-7 account executives, you will take ownership of pipeline development, revenue, new strategies, and more.
• Execute a comprehensive coaching program. Our client thinks about coaching not just at the deal level, but at the skill level. You’ll be spending most of your days coaching sales reps on their calls, deals, and skills to increase their performance (and revenue)
• Take ownership in the details. You will take passion in pride in understanding every detail of the sales process. You’ll learn our persona, product, messaging, and will be able to sell as well or better than any member of your team.
• Actively participate and attend customer calls on a weekly basis to support, grow, and close new logo and expansion deals
• Own pipeline management, forecasting, and performance metrics to consistently exceed quota. Forecasting should be something you take pride in and that you have developed a strategy for.
• Partner cross-functionally with Marketing, Customer Success, Product, and Support to align GTM efforts.

What You Bring:

• Proven B2B Sales Leadership Experience : 5+ years of full cycle B2B Sales SaaS experience with a minimum of 3+ years leading sales team as either a 1st, 2nd, or 3rd line leader in startup/scale up/high growth organization. Ideally, you’ve worked across both new logo and expansion teams.
• Drive, Execution & Excellence : While you thrive building over-arching strategies, you only have one speed – ON. You have worked for fast-paced scale-up organizations to drive teams’ performance and excellence, working with teams of 5-7 sales reps. Most important, you have a passion for sales and leaning into the details – From deal reviews to coaching, you have experience and believe in a “no stone unturned” mentality
• Track record of success: You have a proven track record of success in both hitting and exceeding personal and team quotas and targets on a consistent basis. You understand how to drive individual and team performance at any/all costs.
• Outbound methodologies : You have successfully built and led teams responsible for end-to-end sales. We are a sales team that does everything from prospecting, pipeline development, closing deals across new logo and expansion.
• Organization and Inspection: You have worked for companies or have built processes to stay hyper organized, structured, and understand how to take high level concepts and break them into team/individual targets, goals, and activities. You love building systems to keep yourself and your team organized, accountable, and action oriented.
• Coaching Frameworks : Coaching is at your core, and you have built, developed, implemented and inspired coaching frameworks to drive revenue performance at both the individual and team level. You will have successfully helped promote members of your team to other roles and made your Sales team more successful.
• Data Driven mindset: You’ve successfully leveraged data to drive change inside your Sales teams. You leverage data to advance you and your team on a consistent basis.
• Professional & Accurate Forecasting: You have a knack for rolling up your team's forecast by digging into the weeds of the deals and accurately providing an upwards forecast. You strive to achieve +/- 5% forecast accuracy in a monthly and quarterly basis.