Director, Sales

Reducto helps AI teams ingest real world enterprise data with state of the art accuracy. The vast majority of enterprise data — from financial statements to health records — is locked in unstructured file formats like PDFs and spreadsheets. We train vision models to read those documents the way a human would, and make it possible to build products, train models, and automate processes at scale. We've grown incredibly quickly, growing revenue by 8x YOY, and now work with hundreds of companies ranging from leading AI teams (Harvey, Vanta, Scale), through to enterprise (FAANG, top 3 trading firm). We've raised over $100M from world class investors like A16z, Benchmark, and First Round Capital, and are hiring a Director, Sales to lead our enterprise sales function and help define how Reducto goes to market at the highest levels. You'll build the team, own the number, shape the strategy, and set the standard for how we win the most complex, high-value accounts in the world. This is a rare opportunity to join an early GTM team with extraordinary product-market fit and a clear shot at category leadership. You will report directly to the VP of Sales and be one of the most consequential hires we make this year. We would love to meet you if you possess the following: Enterprise Sales Leadership You have 8–12+ years of enterprise B2B SaaS experience and at least 4+ years managing and scaling quota‑carrying teams. You have a track record of building high‑performance sales cultures — not just hitting numbers, but developing the people who hit them consistently. Command of the Complex Deal You have personally closed and coached teams through 6‑ and 7‑figure ACV deals with multi‑threaded stakeholder environments, extended procurement cycles, and rigorous security and legal review. You understand how enterprise deals stall and exactly how to move them forward. Strategic Ownership You don't just execute strategy — you help write it. You have shaped territory models, defined ICP, built competitive positioning, and influenced product roadmaps with field insight. You are a credible voice at the GTM leadership table. Builder at Heart You have stood up enterprise sales functions from early stages. You've written the playbook, designed the methodology, built the onboarding program, and hired the team — and you're excited to do it again with the tailwind of a genuinely differentiated product. Technical Credibility Reducto sells to engineering leaders and AI teams. You can hold a substantive conversation with a VP of Engineering or Head of AI, understand how our product fits into their stack, and translate complex technical capabilities into clear business outcomes for executive buyers. Operational Rigor You run a tight ship. Forecast accuracy, pipeline discipline, rep performance metrics, and CRM hygiene are not afterthoughts — they are how you manage. You are comfortable with MEDDPICC or a comparable enterprise qualification framework and enforce it with conviction. The core work will include: Own the sales number — build, manage, and grow a team of managers and account executives responsible for net‑new logo acquisition and expansion across our most strategic accounts Lead the full enterprise sales cycle on key deals, engaging personally with C‑suite and VP‑level buyers, navigating procurement, and closing 6‑ and 7‑figure contracts Define and continuously refine the enterprise sales playbook: qualification methodology, discovery frameworks, competitive positioning, executive engagement strategies, and negotiation approach Hire, onboard, and develop world‑class enterprise AEs — set the bar for talent, build structured onboarding and coaching programs, and create clear paths for development and promotion Establish and enforce forecasting discipline, pipeline review cadences, and performance standards across the enterprise team Partner with RevOps on territory design, quota structures, account segmentation, and the systems and reporting that power the enterprise motion Work closely with Marketing on account‑based programs, enterprise field events, and demand generation that fills the top of the enterprise funnel Collaborate with Product to translate field intelligence into roadmap input — be the voice of the enterprise customer in internal planning cycles Act as a senior GTM leader — contribute to hiring decisions, cross‑functional strategy, and the culture of the broader revenue organization Have sold AI/ML infrastructure, document intelligence, or developer tooling into large enterprise accounts Have a strong network of enterprise relationships in financial services, insurance, healthcare, or legal — Reducto's strongest verticals Have experience with usage‑based or consumption pricing and understand how it affects deal structure, forecasting, and expansion strategy Have been an early sales leader at a company that scaled from Series A/B through a meaningful growth inflection Use AI deliberately in your own work — to prepare for deals, coach reps, build enablement materials, or improve team productivity This is an in‑person role at our office in San Francisco, CA or New York, NY. We're an early‑stage company with extraordinary momentum, and we're looking for a Director, Sales who is ready to own the outcome — building the team, closing the deals, and defining what enterprise sales excellence looks like at Reducto. Benefits at Reducto Lunch Receive a free lunch to eat with your teammates daily at the office Reimbursed Transportation Provide us with your receipts and we'll take care of the costs Insurance Generous health insurance covering medical, dental, and vision. Health and Wellness Budget We provide up to $150/mo reimbursement for health and wellness spending, such as gym memberships, fitness classes, or similar. Parental Leave Work with us to build a leave schedule that works for you and your family Reducto is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. #J-18808-Ljbffr Reducto, Inc.