Director of Sales

As the Director of Sales, you will lead and empower our Account Executive team. You’ll play a dual role as a coach and an active contributor—getting into the details of deals when needed while also driving broader strategic initiatives. Your mission will be to scale sales processes, improve win and close rates, and foster collaboration with cross-functional teams to create a world-class customer journey.

Key Responsibilities

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Team Leadership & Coaching:

• Manage and mentor a small but productive sales team, fostering a culture of continuous learning and collaboration.
• Provide one-on-one coaching to level up individual and team sales skills.
• Act as a hands-on leader by rolling your sleeves and engaging directly in deal strategy and execution as needed.




Sales Strategy Development:

• Build and refine strategic playbooks for down-market, mid-market, and select enterprise deals.
• Develop scalable processes to improve sales pipeline efficiency, trial conversions, and overall deal velocity.
• Optimize win rates and close rates by implementing best practices and refining sales methodologies.




Process Standardization:

• Drive process consistency across the sales team, ensuring clear standards for qualification, pipeline management, and forecasting.
• Leverage data to identify bottlenecks in the sales funnel and implement solutions to improve efficiency and outcomes.




Build a winning culture

• Cultivate and lead a high-performing sales culture by driving accountability, collaboration, and consistent results in pipeline generation, discovery, and closing, while fostering an environment that motivates and empowers the team to exceed targets.
• Proactively lead sales strategy and execution, ensuring the team excels in sourcing new pipelines, conducting impactful discovery, and recommending customer-centric solutions that drive growth and deliver measurable outcomes.




Cross-functional collaboration:

• Partner closely with Customer Success, Account Management, and Support teams to create a seamless and exceptional buying and customer journey.
• Provide feedback loops between sales and other departments to align on customer needs and improve overall satisfaction.




Metrics & Performance:

• Track and analyze key performance indicators (KPIs) to measure success and identify areas for improvement.
• Use data to guide decisions around resource allocation, sales process refinement, and team focus areas.

Qualifications

• 7+ years of experience in SaaS sales, with at least 3 years in a leadership role managing high-performing teams.
• Proven track record of improving win rates, close rates, and overall sales funnel efficiency.
• Hands-on experience with down-market, mid-market, and enterprise sales.
• Strong ability to coach and develop sales professionals while fostering a team-oriented culture.
• Demonstrated ability to balance hands-on leadership with strategic coaching, knowing when to actively engage in deals and when to empower the team to take the lead.
• Proven track record of driving performance with urgency while creating space for teams to grow, innovate, and achieve sustainable success.
• Assertive, motivational coaching style that challenges high-performing teams to reach new levels of excellence and consistently exceed targets.
• Data-driven and adaptable, with a growth mindset and a willingness to be coached while continuously improving processes and outcomes.
• Excellent communication and collaboration skills, with the ability to partner cross-functionally to drive shared goals.
• Highly analytical, with a data-driven approach to decision-making and process improvement.
• Familiarity with modern sales tools (e.g., CRM platforms, forecasting tools, and sales enablement solutions).

Note - Appcues uses a market-data driven approach to setting compensation ranges, and pins compensation ranges to data provided by third-party organizations. This range is for all US-based candidates and is built to be competitive nationwide by utilizing ranges for the Greater Boston area, regardless of where in the US an employee lives (or later relocates). This range represents salary-based compensation and does not include our equity package (in stock options), 401k match, or other benefits including an office setup budget, tech budget, training and education budget, and co-working space reimbursements. Actual compensation offered to a successful applicant may be based on job-related experience and other factors consistent with applicable law. For non-US based candidates, Appcues adjusts salary ranges based on cost of labor in each market. If you have questions on the pay range in your country, the recruiter will be happy to discuss specifics during your introductory conversation."

About Us

Appcues' mission is to help teams deliver experiences their users love. Our vision is for every software company to embrace product-led growth, resulting in more engaged and happier users.

Our Benefits

100% remote - We don’t have an office so all of our employees learn and collaborate in the same way using remote work practices. This won't change post-COVID as we are committed to being 100% remote for the long-term. We work in Slack, Zoom, and a collection of modern collaboration tools. We have inclusive remote events and we get together annually for a fun off-site retreat.

Well-being - You'll have solid health, dental, and vision plans; access to 401k, and a generous maternity and paternity leave.

Fair pay - Each role has a defined salary band, bands and salaries are audited on a regular basis to help maintain fairness and market value

Home office and tech budget - Besides paying for your work computer (Mac or PC), we offer a one-time $1000 home office stipend and an additional $500 annual budget for extra work-related technology.

Coworking space, on us - Home office not cutting it? We'll reimburse your monthly coworking fees.

Equity - We want everyone invested in our success. We grant every employee equity in the company.

Transparency and collaboration - We foster team alignment with meetings of all shapes and sizes—a monthly all-hands meeting called FirstThurs, weekly team lunches, and Lunch & Learns., and an annual learning stipend.

Flexible Time Off - We believe time away to reflect and explore makes us all more productive, so employees don’t accrue vacation time – they work with their managers to schedule time off when they need it, consistent with our Flexible Time Off policy. Employees based in the USA also take off all US federal holidays. Employees residing in other countries can choose to follow their local national holidays or US federal holidays.