Director of Enterprise Sales (PST/MST)

Role Role: Director of Enterprise Sales Supervisory Responsibility Supervisory Responsibility: This role will have 6-8 direct reports Location Location: We are a remote-first company but we prioritize candidates in Seattle, Denver, and San Francisco given the requirements of this role. Travel Travel: This role will travel as needed for in-person customer meetings and industry conferences. Knit does US All Team, in-person company events 2x per year. Salary Range Salary Range: $160 - 180K base (50% variable, 50% commission) A little about us Knit is the AI-native consumer research platform helping brands automate and accelerate primary research. With our Researcher-Driven AI, we’ve condensed the entire quant + qual research process from weeks into days (sometimes hours!) for 50+ enterprise brands — including Amazon, T-Mobile, Mars, NASCAR, and more. We’re on a mission to scale and democratize world‑class research. From survey generation to stakeholder‑ready reports, our platform is redefining how insights teams operate — and we need your help to push the limits of what’s possible. Overview The Director of Enterprise Sales will play a pivotal role in leading and developing Knit's enterprise sales organization—driving the execution, discipline, and results needed to accelerate our journey from $10M to $100M in ARR . You’ll lead a team of 7–8 full‑cycle Enterprise Account Executives responsible for acquiring new enterprise clients and expanding into new business units within existing accounts. This is a hands‑on leadership role focused on refining and enforcing a rigorous, metrics‑driven sales process while coaching the team to perform at their highest level. You’ll join a team that’s building something category‑defining—and you’ll help shape how some of the world’s most respected brands uncover and activate insights through AI‑native research. Reporting to the Head of Sales and Partnerships, you’ll partner closely with senior leadership—including the COO—to strengthen Knit's sales methodology, optimize pipeline health, and scale a culture of accountability, excellence, and growth. Primary Responsibilities Lead, coach, and develop a high‑performing team of 7–8 Enterprise Account Executives, driving consistent execution and professional growth. Enforce a disciplined sales process , ensuring every deal follows clear qualification, stage progression, and documentation standards. Drive operational excellence through rigorous pipeline management, accurate forecasting, and adherence to Salesforce hygiene best practices. Refine and optimize repeatable sales processes using elements of MEDDIC and SPICED, improving efficiency and predictability across the team. Partner closely with Marketing, Research, and Customer Success to ensure alignment across the entire customer journey—from initial outreach through onboarding. Inspect and support active deals , providing real‑time coaching, feedback, and hands‑on assistance in strategic opportunities. Recruit, hire, and onboard top enterprise sales talent, building a world‑class team that embodies Knit’s values and culture. Collaborate with Sales Leadership and the COO to define KPIs, analyze performance trends, and continuously improve the go‑to‑market motion. Foster a culture of accountability and learning , emphasizing data‑driven decision‑making, teamwork, and professional development. What Success Looks Like You’ll be measured primarily by: Team Quota Attainment: Achieving and exceeding collective new business and cross‑sell revenue targets. Pipeline Health: Maintaining consistent, qualified pipeline coverage and high forecasting accuracy. Sales Process Excellence: Driving consistent execution of MEDDIC/SPICED methodologies and Salesforce best practices. Talent Development: Improving individual AE performance through structured coaching and skill development. Hiring and Retention: Recruiting exceptional sales talent and cultivating a high‑performance, low‑turnover team. Required Skills & Experiences A successful candidate for this role is a proven enterprise sales leader who thrives on building teams, improving processes, and coaching people toward peak performance. You combine operational rigor with empathy and lead through data, accountability, and example. Required: 7+ years of enterprise sales experience, including 3+ years managing a team of 4 or more quota‑carrying Account Executives. Proven success leading enterprise sales teams focused on new logo acquisition and cross‑sell growth. Strong command of sales process design and execution—ideally with experience using MEDDIC, SPICED, or similar frameworks. Expertise managing CRM systems (Salesforce preferred) with a deep commitment to pipeline hygiene and data accuracy. Consistent track record of team quota attainment and pipeline growth in enterprise B2B environments. Exceptional coaching and leadership skills, with a focus on developing AEs into top performers. Strategic mindset with strong analytical ability—able to identify patterns, diagnose performance gaps, and implement effective improvements. Experience collaborating cross‑functionally with Marketing, Research, and Customer Success teams. A builder’s mindset—comfortable bringing structure to a scaling organization and excited to refine repeatable, world‑class sales processes. Nice to Haves: Background in research, insights, data analytics, or SaaS platforms serving enterprise clients. Experience managing sales teams within high‑growth or startup environments. Familiarity with AI or technology‑enabled solutions that transform enterprise decision‑making. Track record of successfully hiring, mentoring, and promoting top sales talent. Compensation & Benefits Upon joining the Knit team, you will receive a competitive salary + commission plan if applicable to role, Equity Options, Healthcare (medical, dental, and vision), Company laptop and onboarding technology stipend, a 401(k) with company match, flexible time‑off, hybrid working, and more. In accordance with New York pay transparency requirements, the base salary range for this role is $160,000–$180,000 with OTE of $300,000–$340,000. Final compensation will be determined based on the candidate’s level, experience, and qualifications upon joining Knit. Our Company Values We are the Championship Team. This means we: Are 1% better every day: We approach situations with a growth mindset and ask, “How can we make the business better?” and “What would it take?” Play to win: We set audacious goals and push ourselves to achieve them with a bias toward action (When we see a need, we take initiative, and hold ourselves accountable to seeing it through). Keep the main thing the main thing: Identify what has the biggest impact and prioritize to focus on it. #J-18808-Ljbffr