Director OF Sales

About Our Client Our client is a growth-stage, venture-backed HR technology company with a fully remote team distributed across the US. Their software transforms a complex, compliance-heavy people process into a fast, simple end-to-end experience, saving employers significant time and cost. The culture is hardworking, collaborative, smart, and humble. The Role Our client is expanding its new-business sales organization and adding a third first-line sales director to lead and grow its East Coast team. Reporting to the VP of Sales, this leader will manage a team of five East Coast Account Executives to start and scale the region as headcount grows. The mandate is to operate as an “East Coast GM”: self-sufficient regional leadership driving both brand and revenue while remote, with deliberate in-person investment to build team camaraderie. The Role Will Own • Managing, coaching, and scaling the East Coast AE team as the organization grows. • Co-selling on larger, strategic upmarket deals well above the team's average deal size. • Driving forecast rigor: pipeline management, activity and funnel metrics, quarterly forecasts, and quota attainment for the team and individuals. • Coaching AEs on channel-partner (insurance broker) relationships and assisting on partner-influenced deals when needed. • Serving as the de facto East Coast GM — self-sufficient regional leadership driving brand and revenue. • Owning recruiting, onboarding, and ongoing development for the East team as it scales. • Partnering cross-functionally with GTM leadership and Channel Partnerships to support the move upmarket. • Identifying and recommending improvements in process, efficiency, and productivity at both strategic and operational levels. The Right Person Brings • 5+ years in software/application sales, with 2–5 years of sales leadership experience. • Experience with upmarket deals and comfort co-selling alongside AEs. • Strong forecasting discipline and rigor — accurate, reliable team forecasts. • Familiarity with channel- and partner-influenced sales motions. • High emotional intelligence and empathy — the client sells into HR and people teams, and the leadership style must match. • A proven remote leader who proactively invests in in-person time to build team camaraderie. • Consistent overachievement of quota and revenue goals, with a record of recruiting, developing, and retaining high-performing teams. Preferred • HR tech or HR-adjacent background and experience selling into the HR persona (a strong preference, not a requirement). • Earlier-stage company experience, well-suited to a fast-moving environment. Location • Remote, aligned to Eastern Time. • Open to candidates based outside major East Coast metros. • Some in-person time with the team expected. Compensation Competitive compensation on a base-plus-commission structure. Specifics shared during the process