Director, Sales

ChurnZero; Washington (District of Columbia); Hybrid; USD 200,000 - 250,000; Full time

Job summary

ChurnZero is seeking a high-impact Sales Director to join our GTM leadership team in Washington DC. You will lead an AE team, drive outbound discipline, and scale performance through structure, coaching, and process.

You’ll own forecast accuracy, pipeline velocity, and cross-functional alignment with RevOps, Enablement, Marketing and Product, while recruiting top talent to sustain rapid growth in a hybrid environment.

Qualifications

• 5+ years of SaaS sales leadership experience
• Proven track record of building accountable, outbound-driven sales teams
• Deep coaching capability to diagnose and fix rep performance
• Operational command: CRM hygiene, forecast discipline, and pipeline velocity
• Hands-on experience with modern GTM toolsets: CRM, conversational intelligence, prospecting automation, and coaching platforms

Responsibilities

• Lead a high-potential Commercial AE team (8 AEs)
• Build and instill a proactive pipeline culture
• Own forecast accuracy, outbound execution, and quota attainment
• Coach to elevate discovery, multithreading, competitive selling and closing
• Partner cross-functionally with RevOps, Enablement, Marketing, and Product
• Recruit and onboard new talent as the team scales

Skills

SaaS sales leadership

Pipeline management

Forecasting

CRM proficiency

Coaching teams

Outbound selling

Change agility

Strategic thinking

Tools

CRM (Salesforce)

Prospecting tools

Coaching platforms

Job description

About The Opportunity

ChurnZero is looking for a high-impact Sales Director to join our GTM leadership team during a pivotal phase of strategic transformation. As the recognized leader in Customer Success software, we help SaaS companies drive customer-led growth - retention, expansion, and efficiency - at scale. Our next chapter is defined by AI-powered product innovation, segment-specific sales motions, and a bold vision to modernize how customer platforms are sold.

We’re now building the team that will take us from established category leader to breakout growth engine—and this role is central to that mission. This is a rare opportunity for a builder: someone who thrives on developing people, driving outbound discipline, and leading go-to-market teams through inflection points. You’ll inherit a team of AEs and be tasked with scaling performance through structure, rigor, and world-class coaching.

Job Title: Director, Sales
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid-Washington DC, US-based
Target OTE: OTE range of $200,000 to $250,000.

What You’ll Own

• Full leadership of a high-potential Commercial AE team, currently 8 AE's responsible for SMB and Mid-Market Sales
• Build and instill a proactive pipeline culture, transforming how we prospect, engage, and convert across the funnel
• Own the team’s forecast accuracy, outbound execution, and quota attainment through a disciplined sales operating rhythm
• Coach with purpose: elevate rep performance in discovery, multithreading, competitive selling, and closing
• Partner cross-functionally with RevOps, Enablement, Marketing, and Product to align strategy and execution
• Recruit and onboard new talent as the team scales, with a sharp eye for potential and culture fit

What You’ll Bring

• 5+ years of SaaS sales experience, including at least 2 years leading Account Executives in high-growth environments
• Proven track record of delivering results by building accountable, outbound-driven sales teams
• Deep coaching capability - able to diagnose where reps are stuck and develop winning behaviors
• Operational command: CRM hygiene, forecast discipline, coverage modeling, and pipeline velocity
• Hands-on experience with modern GTM toolsets: CRM, conversational intelligence, prospecting automation, and coaching platforms
• Comfort navigating change - whether evolving a team, segmenting markets, or building new motions
• A leadership presence rooted in urgency, clarity, team development, and performance

Why Now

• Strategic Transformation: We’re redesigning our go-to-market model around market segmentation, pipeline ownership, and modern sales rigor
• AI-Led Innovation: Our roadmap is rich with intelligent automation and embedded AI agents that will redefine efficiency and impact for our customers
• Customer Success Category Leadership: ChurnZero is widely recognized as the gold standard in Customer Success platforms—we’re now scaling to dominate
• Leadership Autonomy & Visibility: You’ll work directly with the CSO and executive leadership to shape strategy and outcomes
• Real Impact: You won’t just inherit a team—you’ll shape what high performance looks like for years to come

Preferred Experience

• Selling into post-sale, Customer Success, or SaaS operations functions
• Building outbound-led AE teams from historically inbound models
• Familiarity with Sandler, MEDDPICC, or other structured sales methodologies
• A strong POV on coaching, structure, and scale in B2B sales