Director of Sales

Summary

Join Heard, a rapidly growing company building the financial back office for therapists, as a Director-level sales leader. This role is crucial for scaling the company's ARR from $10M to $25M+. You will report directly to the President and collaborate with various teams to shape the entire sales motion. This is a hands-on leadership position requiring strategic planning, team management, and operational excellence. You will be responsible for leading sales strategy, managing a team of inbound ISRs, shifting the sales engine to a blended model, and driving operational discipline. The ideal candidate has experience scaling sales teams in similar environments and possesses strong leadership, cross-functional collaboration, and operational skills.

Requirements

• You’ve scaled a sales team through the early growth stage before — from $10M to $25M+ in ARR — or you’ve been a top-performing sales leader ready to take the reins of your own department and own the number
• You’ve sold into SMBs in fast-moving, high-consideration sales environments — ideally in healthcare, financial services, or vertical SaaS — with ACVs between $2K and $10K and sales cycles under 20 days. You know how to balance volume and thoughtfulness
• You’ve led a team of full-cycle reps, not just SDRs or closers, and you’ve carried a team quota of $5M+ and hit it. Not by luck — by running tight process, creating a culture of high accountability, and making your team sharper every month. You’re comfortable, and hungry to grow teams, scale geos, and test into new verticals
• You know what it takes to build the outbound engine from scratch. We’ve built a repeatable inbound funnel. You’ll help us move from a 100% inbound “catch” motion to a hybrid motion where reps are trained to hunt, not just wait on the top of the funnel to do the work for them
• You’ve worked cross-functionally with Product and Marketing — you know how to push on ICP, shape positioning, challenge pricing, and influence roadmap. You don’t wait to be told what you need — you ask, push, and bang the table if needed
• You’ve built comp plans, forecast models, activity systems, and scorecards — and you know where to start and what can wait. You’ve seen the mess before, and you know how to make it simple again
• You pride yourself on leading from the front — joining calls, listening to recordings, refining scripts weekly, giving your reps the tools to succeed. You don’t outsource accountability. You set the tone and drive the standard
• You care deeply about the craft. You want to win, yes — but you also want to build a sales org that is respected inside and outside the company. A team that earns trust, doesn’t cut corners, and is proud of how they show up for our customers

Responsibilities

• Lead Heard’s sales strategy and execution through its next growth chapter — from $10M to $25M+ in ARR
• Manage and grow our existing team of 7 inbound ISRs — coach them, raise the bar, and build the next layer of leadership as we scale
• Shift our sales engine from 100% inbound to a blended inbound + outbound model — design the motion, test the tactics, and build the process that scales
• Own full-cycle rep performance — hiring, ramping, comp, enablement, and retention — and hold the line on outcomes
• Be a strategic partner to sales, marketing, product, and operations — align on ICP, shape offers, and drive GTM cohesion
• Drive operational discipline — weekly team structure, forecast cadence, 1:1s, call reviews, and hygiene rituals that build trust in the number
• Rewrite our playbook — and then keep rewriting it — with sharper talk tracks, stronger frameworks, better objection-handling, and clear conversion paths
• Help define what excellence looks like across every stage of the funnel — from first touch to signature to onboarding handoff

Benefits

• A high-impact, senior leadership (non-executive) role at the table with real ownership and decision-making power to influence our trajectory
• A company with strong product-market fit, thousands of paying customers, and a strong growth trajectory with line of sight to profitability, and strong runway
• Full executive support to scale the team and invest in tools, headcount, and outbound (this is an expectation!)
• Competitive compensation, meaningful equity, and with success a path to promotion over time
• Comprehensive health benefits including a monthly wellness stipend
• A mission-driven culture grounded in helping therapists build sustainable, independent practices