Director of Sales

WHY YOU SHOULD JOIN OUR TEAM

Smartcat is in the midst of an exciting growth phase, as our ACV and ARR continue to climb. This is an amazing opportunity for a Director of Sales to help take the performance of the team to the next level. You will have the opportunity to lead a global team, and be at the forefront of helping organizations become more efficient with the use of Agentic AI.

MISSION

In this role you will be responsible for leading a team of Account Executives. This is a team of individuals who are both hunters and farmers, who are responsible for building relationships and driving revenue. Your mission will be to upskill and develop the Account Executives to take their performance to new heights, by achieving and exceeding team ARR goals. Through an AI-first and data-driven approach, the Director of Sales will unlock the team’s potential, helping Smartcat to continue our exceptional growth.

OUTCOMES

Leads the team to consistently meet or exceed quarterly ARR targets

Consistently meet or exceed monthly KPI’s: pipeline generation, sales cycle time and progression towards team’s quota attainment

Proactively forecasts and analyzes sales metrics and pipeline data to identify and remove potential roadblocks

Coaches and develops a team of Account Executives to unlock their highest potential

HOW YOU’LL RAMP

By Day 30:

Gain deep knowledge of Smartcat’s product and begin to form key relationships with partners from the Go-to-Market Team.

Learn current sales processes, ICP’s, and existing metrics

Evaluate team’s performance and individual metrics of each Account Executive

By Day 60:

Analyze data from the sales funnel to identify areas of strength and opportunity.

Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives.

Start training and coaching initiatives focused on helping reps speed up cycle times, objection handling and deal acceleration.

By Day 90:

Track and report on improvements

Establish ongoing cadence for regular forecast reviews, standups and performance coaching

Optimize processes and scale what works

WHAT YOU’VE ACCOMPLISHED:

Proven, long term, success leading a Sales team within a high-growth SaaS or AI environment

Background in leading sales executives who do both the hunting and farming

Experience creating or reinventing the sales playbook to achieve greater outcomes

Strong expertise using AI to improve team productivity and performance

Strong experience recruiting, retaining and developing a high powered, global sales team

Ability and eagerness to quickly learn new products

Skilled in holding teams accountable to achieve their quarterly quota

You have a data driven approach in identifying and overcoming challenges within the sales funnel; deeply familiar with the MEDDPIC framework

Ability to thrive in a fast-paced, high growth environment

Comfortable working with remote teams across time zones

Openness to feedback  and alternative opinions and ideas