Director of Sales (East)

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