Director of Sales

SupportFinity™; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive salary & equity

Health coverage

Quarterly off-sites

Flexible time off

Meals & transportation

$10k L&D budget

Job summary

Vapi is seeking a frontline sales leader in San Francisco to drive rigor, predictability, and execution within our Account Executive organization. You will shape forecasting, outbound discipline, and deal execution to fuel ARR growth.

Ideal candidates bring 7+ years in B2B SaaS sales and 3+ years in frontline management, with a proven track record in mid-market and enterprise deals and experience coaching complex sales cycles across developers and executives.

Qualifications

• 7+ years in B2B SaaS sales with frontline management experience.
• Proven track record of forecast accuracy and quota delivery in high-growth environments.
• Experience selling to mid-market and enterprise with deals from $240K to $1M+ ARR.
• Strong ability to coach complex, multi-stakeholder sales cycles including developers and C-level buyers.
• Knowledge of MEDDPICC, Challenger, Sandler, or similar methodologies.
• Analytical with CRM discipline, preferably Salesforce.

Responsibilities

• 30 Days: Deeply understand pipeline health, forecast methodology, ICP segmentation, and current deal velocity.
• 60 Days: Implement weekly forecasting cadence with clear inspection criteria and defined commit standards.
• 90 Days: Deliver reliable forecast rollups to Head of Sales with visibility into risk and upside.
• Support recruiting and ramping new AEs with clear hiring profiles and success benchmarks.

Skills

Forecast accuracy

Sales leadership

B2B SaaS

Deal coaching

MEDDPICC

Challenger

CRM discipline

Pipeline management

Stakeholder management

Executive communication

Job description

• We’re creating the shift to voice as humanity’s default interface
• We’re the most configurable platform for deploying voice agents
• We’ve grown to over 600k developers in two years, adding 2,000+ every day

Vapi (/ˈVɑːpi/)

Why We’re Hiring This Role

• As we scale our go-to-market engine, we need a strong frontline leader to drive rigor, predictability, and execution within our Account Executive organization.
• Forecast accuracy, outbound discipline, and deal execution are critical to hitting our next stage of ARR growth.
• This role will shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi’s revenue organization.

What You’ll Do

• 30 Days:
  • Deeply understand pipeline health, forecast methodology, ICP segmentation, and current deal velocity.
  • Build trust with Mid-Market, Enterprise, and Strategic AEs through hands‑on deal coaching.
  • Assess current forecasting process and identify gaps in accuracy, inspection, and accountability.
  • Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression.
• 60 Days:
  • Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards.
  • Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time.
  • Reinforce outbound discipline within the AE team to ensure consistent self‑sourced pipeline generation.
  • Begin refining sales methodology adoption (MEDDPICC, SPICED, or similar) to increase consistency across deals.
• 90 Days:
  • Deliver consistent, reliable forecast rollups to the Head of Sales with clear visibility into risk and upside.
  • Improve pipeline hygiene, stage conversion rates, and forecast predictability across segments.
  • Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks.
  • Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor.

Who You Are

• 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP).
• Proven track record of improving forecast accuracy and consistently delivering against quota in high-growth environments.
• Experience leading AEs selling into mid‑market and enterprise accounts with deal sizes ranging from $240K to $1M+ ARR.
• Skilled at coaching complex, multi‑stakeholder sales cycles involving developers, technical buyers, and C‑level executives.
• Strong command of a recognized sales methodology (MEDDPICC, Challenger, Sandler, Command of the Message, or similar).
• Hands‑on operator who thrives in early‑stage, fast‑moving environments and can build process from scratch.
• Highly analytical with strong pipeline management skills and CRM discipline (Salesforce experience strongly preferred).
• Excellent communicator and people leader who earns trust and leads by example.
• Bonus: Experience in developer tools, API‑first, infrastructure, AI, or voice technology companies.

Why Vapi

• Generational impact: Build the human interface for every business
• Ownership culture: 70% of the company are previous founders
• Kind team: The founders, Jordan and Nikhil, are Canadians
• Tier-1 Investors: YC, KP seed, Bessemer Series A

What We Offer

• Real stake: We offer a competitive salary and excellent equity ownership
• Comprehensive health coverage: medical, dental, and vision plans
• Team love: We love hanging out, and we do quarterly off‑sites
• Flexible time off: take what you need
• More: catered meals, transportation, gym, and a $10k annual L&D budget

About the company

Vapi