Sales Director

Sona; San Francisco (CA); Hybrid; USD 350,000 - 420,000; Full time

Benefits offered by this job

Share options

20 days PTO + sick days

401k employer match up to 2%

Health cover via Aetna

Parental leave & pay

Annual team retreats

Macbook & home office budget

Professional development budget

Unlimited free books

Hybrid SF: 3 days in office

Job summary

Sona in San Francisco is seeking a Sales Director to lead our US sales team as we scale. You will coach Account Executives through enterprise deals, manage the pipeline rhythm, and ensure disciplined execution of our sales process.

This role rewards leadership, ownership, and the ability to build a high-performing team in a fast-growing AI-driven frontier operations space.

Qualifications

• 2+ years of experience leading a sales team and coaching reps to quota.
• Experience selling to the enterprise with long multi-stakeholder deals.
• Operational rigor in pipeline management and forecasting.
• Strong communication from frontline managers to the C-suite.
• Interest in AI and frontline operations.
• Desire to build and scale with a growing company.

Responsibilities

• Hire, coach and develop Account Executives to meet high standards.
• Run the weekly operating rhythm with pipeline reviews and forecast calls.
• Collaborate with AEs on strategic enterprise deals and stakeholder navigation.
• Enforce consistent application of the sales process and adapt for the US market.
• Own pipeline coverage, forecast accuracy, and CRM data quality.
• Partner with Enablement to shorten ramp time and scale the team.
• Identify new market opportunities across US accounts.
• Feed customer feedback from deals back to Product and Marketing.

Skills

Sales leadership

Enterprise sales

Pipeline management

People development

Strategic thinking

Job description

About Sona

Frontline work keeps the world running. Restaurants, hospitals, schools, nurseries, airlines, stores, emergency services. Together they employ 80% of the global workforce, over 3 billion people, and they're among the hardest businesses anywhere to run. By-the-minute scheduling, HR and payroll make them far more operationally complex than the average office, yet just 1% of venture funding has ever gone to software built for them.

Rising costs, wage increases, labour shortages and tighter regulation have made fixing that urgent. Sona is the AI-native workforce management platform for frontline organisations, with agents that match staffing to real demand and take the admin load off managers. That's a $500bn+ market the software industry has mostly walked past.

We've raised over $100M from N47, Felicis, Gradient and Northzone, signed more than 100 enterprise customers across the UK and US, and opened offices in London, New York, San Francisco, Austin and Lisbon. More on working at Sona here.

About the Role

We're hiring a Sales Director to lead our US sales team in San Francisco as we scale our US operations significantly. This is a high-impact leadership role, reporting to the VP Sales, with responsibility for a core part of the organization at a pivotal point in the company's growth.

You’ll coach Account Executives through complex enterprise deals, run the weekly pipeline and forecast rhythm, and hold the team to our sales process. The foundations are already in place. What we need is a leader who can scale them, which means hiring strong reps, raising the bar on execution and adapting how the team works as the US business grows.

Alongside that, you’ll help your team work buying committees that span senior executives, procurement and day-to-day operators, and carry what you learn in those deals back to Product and Marketing. You’ll also spot where the US market is opening up and help us move on it.

This role suits someone who loves developing people and wants to grow with the company. In return you’ll get real ownership, and responsibility that grows with the results your team delivers.

Responsibilities

• Hire, coach and develop a team of Account Executives, setting clear expectations and a high standard
• Run the weekly operating rhythm, including pipeline inspection, deal reviews and forecast calls
• Work alongside AEs on strategic enterprise deals, helping them multi-thread senior stakeholders and close
• Lead the team in applying our sales process consistently, and feed back what works as we adapt it for the US market
• Own pipeline coverage, forecast accuracy and CRM data quality, and report on them to the VP Sales
• Work with Enablement to shorten ramp time for new reps and scale the team as US operations grow
• Identify new market opportunities and use cases across US accounts
• Bring customer feedback from live deals to Product and Marketing

Requirements

• You have at least 2 years of experience leading a sales team, with a record of coaching reps to hit and beat quota
• You’ve sold to the enterprise, navigating long deals with many stakeholders, and you communicate clearly from front-line managers to the C-suite
• You bring operational rigor in pipeline management, forecasting and sales metrics
• You're passionate about developing people and raising the standard of a team
• You're a builder at heart who takes ownership, moves quickly and wants to scale with a growing company
• You have a genuine interest in AI and how it's changing frontline operations
• You want to build a generational company and see a high-impact leadership role as the way to do it

Don’t worry if you don’t tick every box. If this sounds like the role you’ve been looking for, we’d like to hear from you.

Benefits

• Salary: $350,000 - $420,000 OTE
• Hybrid: San Francisco, 3 days a week in the office
• Share options
• 20 days PTO + sick days
• 401k contributions, employer match up to 2%
• Comprehensive health cover via Aetna
• Enhanced parental leave & pay
• Annual all expenses paid team retreats
• The latest Macbook and equipment budget for your home office
• Professional development budget
• Unlimited free books

Note: this represents a typical benefits package for a US-based, full-time employee. Exact details may vary based on location and employment type but we try to be as fair as possible to all of our team members. Please ask your contact in the Talent team to clarify the available benefits for you.