Director, Enterprise Sales, West

The company unlocks the true potential of the customer experience, turning every conversation into a competitive advantage. The company’s unified AI platform combines conversational AI agents, real-time human agent augmentation, and comprehensive conversation intelligence to drive revenue and efficiency gains across every channel. The world’s leading companies, including United Airlines, Cox Communications, and Marriott, use the company to power world-class customer experiences every day.

Born from the Stanford AI Lab, the company has raised more than $270 million from the world’s leading investors, including a16z, Greylock, and Sequoia. The company’s leadership includes some of the leading minds in AI today. Our CEO, Ping Wu , founded and led Google's Contact Center AI and Vertex AI platforms before joining the company to build the future of AI-driven customer experiences.

Over the next few years, AI is going to redefine how people all over the world interact with businesses every day. Come build that future at the company.

Location:  Preference on West Coast based for coverage

About the role

Front line leader, leading a team of Enterprise Account Executives who drive new enterprise business and expand key accounts with the company.  The Director, Enterprise Sales will provide strategic direction and coaching for the team, drive team performance aligned with business outcomes, manage operational execution, and partner closely with key stakeholders and cross-functional teams.  You are accountable for ensuring the region hits and surpasses new business and expansion goals for the company’s Enterprise Accounts. This role will report to the Regional Vice President. This is a full-time remote position in the US.

Responsibilities

• Recruit, hire, develop, and empower a team of Enterprise Account Executives to consistently surpass the company’s revenue targets

• Foster a culture of high accountability by establishing clear expectations for achievement and advocating for a disciplined and scalable process across teams

• Scale strategic and enterprise sales process from early traction to a repeatable and predictable sales machine, exceeding ARR targets

• Lead and define an effective finely-tuned sales hiring process

• Attract 2-3 AE’s within the first 90 days from your own network

• Build a team of up to 7 AE's within the next 12 months

• Promote excellence in sales through value-based selling and MEDDPICC methodologies

• Collaborate with senior leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to create an effective Enterprise GTM strategy

• Ensure flawless sales execution for complex multi-stakeholder deals while laying the groundwork for enterprise account growth

• Encourage team to take ownership of Enterprise pipeline generation and foster effective SDR collaboration for efficient prospecting, identification, qualification, and sustainable pipeline development

• Provide accurate forecasts to the executive leadership team, demonstrating a deep understanding of the Enterprise business across the region

• Work closely with our Partner leadership teams to achieve successful co-selling efforts

Qualifications We Value

• Over 5 years of enterprise sales leadership experience, including a consistent track record of recruiting and retaining high-performing enterprise sellers

• Proven success in managing sales teams with minimum $1.25m ARR quotas, selling technical solutions to large, complex enterprises

• Experience leading teams at high-growth software companies of similar size

• Master of hiring of Enterprise AE's

• Knows and can show evidence of sourcing, bringing in, closing, and building large teams of Enterprise AE's

• Demonstrated history of consistent overachievement as both an enterprise seller and a leader, with teams consistently exceeding revenue targets and advancing their careers under your guidance

• A natural ability to lead and motivate sales leaders and sellers through continuous growth and change

• A hands-on leader who eagerly engages in deals directly connects with Economic Buyers and provides the necessary support and executive connection to close new opportunities and expand relationships with Enterprise companies

• Experience in cross-functional collaboration and co-selling with external partners to establish an Enterprise business from the ground up

• Expertise in both land and expand sales strategies, an insatiable curiosity about our customers, and a data-driven vision for how

• the company can drive positive business outcomes in the Enterprise sector

• Experience in cultivating and championing an outbound selling culture and driving accountability for qualified pipeline generation

• An unwavering commitment to achieving great results rather than settling for good ones

• Willingness and expectation to travel (approx. 30%)

Perks & Benefits

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family

• Flexible PTO to take the time you need, when you need it

• Paid parental leave for all new parents welcoming a new child

• Retirement savings plan to help you plan for the future

• Remote work setup budget to help you create a productive home office

• Monthly wellness and communication stipend to keep you connected and balanced

• In-office meal program and commuter benefits provided for onsite employees

Compensation at the company

The company’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.

The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.

This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.

OTE Range: $330,000 – $380,000 + Offers Equity

Our use of AI in recruiting: We may use AI tools in our recruiting process, which require human review and oversight. If you have questions about our use of AI or wish to opt out, please contact [link for members] (if you are opting out, please use the subject ‘Opt-Out’ in your email).

Recording & AI transcription: We do not authorize candidates to record or use AI transcription of any interview by phone, notetaker app, AI glasses, or other device. Candidates may request an exception or accommodation for review during the interview process as needed.

Recruiting impersonation scams: We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All the company recruiting email communications will always come from the @the company .ai domain. Any outreach claiming to be from the company via other sources should be ignored.