Director of Sales

Mosaic.tech; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Significant equity

Direct ownership of commercial results

Opportunity to build the sales org

Job summary

AdsGency AI in San Francisco seeks a Director of Sales / Founding Sales Lead to turn early commercial traction into a repeatable revenue engine. This is a founding leadership role with hands-on duties in discovery, demos, negotiations, and closing while simultaneously building the sales organization.

You will design the playbook, ICPs, messaging, pricing, and qualification criteria; establish a BDR team, CRM discipline, and forecasting.

Qualifications

• 5–10+ years of B2B software/SaaS sales experience.
• Track record closing enterprise deals and building repeatable processes.
• Experience coaching and leading early-stage sales teams.

Responsibilities

• Own new business revenue from discovery through close for enterprise accounts.
• Build and codify a scalable sales system and playbook.
• Lead and develop the founding BDR team and CRM processes.
• Partner with marketing, CS, and leadership to create pipeline.
• Define ICPs, messaging, pricing, and deals strategies.

Skills

B2B SaaS sales

Enterprise sales

Sales leadership

CRM discipline

Job description

Company: AdsGency AI

Location: Onsite — San Francisco

Employment Type: Full-Time

Relocation to San Francisco Required

Applicants must be permanently authorized to work in the United States without current or future employer-sponsored visa support.

About AdsGency AI

We’re AdsGency AI — an AI-native company building a multi-agent operating system for digital advertising.

Our platform uses AI agents to help advertisers plan, launch, optimize, and analyze campaigns across Google, Meta, TikTok, and other major advertising channels.

We are building toward a future where increasingly autonomous AI systems can manage the complexity of performance marketing at scale.

AdsGency has already signed meaningful enterprise customers and generated the majority of its commercial traction organically, with limited reliance on paid acquisition.

We are now looking for a Director of Sales / Founding Sales Lead to turn that early commercial traction into a repeatable, scalable sales organization.

The Role

This is effectively a founding sales leadership role and a player-coach position.

This is also a player-coach role.

You will personally prospect, run discovery, demo the product, develop account strategies, negotiate, and close business while simultaneously building the systems, processes, team, and sales playbook that allow AdsGency to scale beyond founder-led sales.

You will work directly with the Founder & CEO and initially own much of the day-to-day sales organization.

This is not a role for someone who wants to inherit a mature sales team, established territories, a finished playbook, and predictable inbound pipeline.

You will help build those things.

Your objective is straightforward:

Turn existing commercial demand into a measurable, repeatable, and scalable revenue engine.

What You’ll Do

Own New Business Revenue

Own the sales process from qualified opportunity through closed-won for enterprise and strategic accounts.

Personally run discovery, product demonstrations, stakeholder management, proposals, pricing discussions, negotiations, procurement, and closing.

Build the Sales Playbook

Translate what is currently working in founder-led sales into a repeatable commercial process.

Define and continuously improve:

• ICPs
• buyer personas
• qualification criteria
• discovery methodology
• product positioning
• messaging
• demo structure
• objection handling
• pricing strategy
• sales stages
• follow-up processes
• proposal standards
• closing processes

The goal is to create a system that other salespeople can execute successfully without depending on the founder for every opportunity.

Build & Lead the BDR Organization

Help hire, onboard, coach, and manage AdsGency’s Founding BDR team.

Establish clear expectations around prospecting quality, qualified meetings, sales-accepted opportunities, pipeline creation, follow-up discipline, and CRM accuracy.

Ensure BDR activity translates into real pipeline rather than vanity meeting volume.

Build Predictable Pipeline

Partner with BDRs, marketing, partnerships, customer success, and leadership to create qualified pipeline across outbound, inbound, referrals, strategic relationships, and other channels.

Continuously evaluate which industries, customer segments, personas, messages, and acquisition channels generate the highest-quality opportunities.

Own Enterprise Sales Execution

Develop account strategies for high-value opportunities involving multiple stakeholders, technical requirements, security reviews, procurement, legal review, integrations, and longer sales cycles.

Know when an opportunity requires founder involvement and when it should be closed independently.

Establish Sales Operations & Forecasting

Build and maintain disciplined CRM and pipeline-management practices.

Own:

• pipeline stages
• opportunity qualification
• pipeline coverage
• forecasting
• sales-cycle analysis
• win/loss tracking
• conversion metrics
• revenue attribution
• account ownership
• follow-up standards

Leadership should be able to understand the state of the sales organization from the system of record without manually reconstructing pipeline.

Improve Conversion

Identify where opportunities stall or drop throughout the sales funnel.

Analyze:

Lead → Qualified Meeting → Sales-Accepted Opportunity → Proposal → Negotiation → Closed Won

Develop and execute improvements based on actual conversion data.

Partner With Customer Success

Ensure clean handoffs from sales to onboarding and Customer Success.

Set appropriate expectations during the sales process and ensure that customer requirements, use cases, commitments, stakeholders, and success criteria are documented before handoff.

Work with Customer Success to identify expansion and renewal opportunities.

Bring Market Intelligence Into the Company

Develop a deep understanding of why customers buy, why they do not buy, what alternatives they evaluate, which product capabilities matter most, and which objections repeatedly appear.

Translate those insights into actionable feedback for product, engineering, marketing, pricing, and company strategy.

Build the Sales Organization

As the sales motion becomes repeatable, help determine when and where additional BDRs, Account Executives, sales operations, partnerships, and sales leadership should be added.

You will have the opportunity to build the organization you eventually lead.

What Success Looks Like

This role will be evaluated primarily on revenue outcomes and the quality of the sales system you build, not simply activity volume.

Key metrics may include:

• New revenue / ARR generated
• Cash collected
• Qualified pipeline created
• Pipeline coverage
• Qualified Meeting → Opportunity conversion
• Opportunity → Closed-Won conversion
• Average contract value
• Sales-cycle length
• Win rate
• Forecast accuracy
• BDR productivity
• Pipeline quality
• Revenue concentration
• CRM accuracy
• Founder dependency on routine sales

A major measure of success will be whether AdsGency can increasingly close business through a repeatable sales organization rather than requiring the founder to personally drive every deal.

What You Bring

• 5–10+ years of B2B sales experience, preferably in SaaS, AI, AdTech, MarTech, enterprise software, or another technical category.
• Demonstrated history of personally closing meaningful B2B or enterprise revenue.
• Experience owning a sales cycle from discovery through negotiation and closed-won.
• Experience building or materially improving an early-stage sales process.
• Experience managing, coaching, or developing BDRs, SDRs, AEs, or other sales professionals.
• Strong understanding of pipeline management, qualification, forecasting, CRM discipline, and sales metrics.
• Ability to sell to founders, executives, CMOs, growth leaders, marketers, agencies, and enterprise stakeholders.
• Excellent written and verbal communication, presentation, negotiation, and relationship-management skills.
• Strong analytical ability and comfort using funnel and conversion data to make decisions.
• Ability to understand a technical product deeply enough to run sophisticated customer conversations.
• High ownership, urgency, resilience, and follow-through.
• Comfort operating without a fully established playbook or large support organization.
• Willingness to personally sell while simultaneously building and managing the organization.
  

Bonus Points

• Experience selling AdTech, MarTech, AI, marketing automation, or performance-marketing software.
• Existing relationships with brands, agencies, growth teams, CMOs, or performance marketers.
• Experience selling products connected to Google Ads, Meta Ads, TikTok Ads, Amazon Ads, or other advertising ecosystems.
• Experience selling enterprise contracts with six-figure ACVs.
• Experience as an early or founding sales hire.
• Experience taking a company from founder-led sales to a repeatable sales organization.
• Experience building an outbound sales motion from scratch.
• Experience managing both BDR/SDR and AE functions.
• Experience with partnerships or channel sales.
• Experience working directly with product and engineering teams on technical enterprise sales.
• Experience selling AI/ML products where customer education is a meaningful part of the sales process.
  

Who Will Do Well Here

You will likely do well at AdsGency if your instinct is:

“Give me the product, customers, and what has worked so far. I’ll turn it into a sales system.”

You will probably not enjoy this role if you require:

• a mature sales organization,
• a fully established playbook,
• large existing SDR and RevOps teams,
• perfectly defined territories,
• predictable inbound volume, or
• a role focused primarily on people management.

We need someone who is equally comfortable closing a strategic customer on Tuesday, reviewing BDR pipeline on Wednesday, fixing qualification criteria on Thursday, and rebuilding the forecast on Friday.

Compensation & Growth

• Competitive base salary
• Significant performance-based variable compensation
• Meaningful equity
• Direct ownership of commercial outcomes
• Direct partnership with the Founder & CEO
• Opportunity to build the sales organization from the ground up
• Potential path to Head of Sales / VP of Sales as the organization scales
  

Why Join AdsGency AI?

• Join at the point where early commercial traction is becoming a scalable sales opportunity.
• Build the sales organization rather than inherit one.
• Work directly with the founder on strategic enterprise opportunities.
• Sell an AI-native product into the global digital advertising market.
• Influence ICP, positioning, pricing, product strategy, and GTM.
• Recruit and develop the team that will scale the commercial organization.
• Have direct, measurable impact on company revenue and growth.
• Help define how AI changes the way businesses plan, launch, and optimize advertising.