Director of Sales

VAPI (/ˈVⱭːPI/): - 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 - Try talking to Vapi now! https://vapi.ai/ 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