Director, Sales

Summary

Join Highlight, a leading product intelligence platform, as their Director of Sales! Lead and develop a high-performing team of Account Executives, exceeding sales targets. Refine sales strategy and infrastructure, collaborating with Product, Engineering, and Enablement teams. Coach AEs on deal strategy and execution, leveraging data-driven decision-making. Shape sales strategy with the CRO, influencing revenue planning. Champion a culture of learning and accountability. This role requires 7+ years of B2B sales experience, including sales leadership, and expertise in selling tech/SaaS platforms.

Requirements

• 7+ years of B2B sales experience, with 1+ years in sales leadership roles
• Experience selling tech/Saas platforms, ideally subscription-based or software with AI/data components
• Strong understanding of sales processes—from pipeline generation to deal close—and a track record of building scalable systems
• Comfortable managing and motivating teams through ambiguity and change
• Experience partnering cross-functionally with Product, Marketing, Enablement, and Customer Enablement teams
• Highly proficient in Salesforce or Hubspot (Hubspot experience preferred)

Responsibilities

• Lead and develop a high-performing team of AEs—supporting experienced sellers, setting clear expectations, and driving accountability
• Own new business software sales targets and ensure your team consistently meets or exceeds quota
• Support CRO in refining sales strategy and infrastructure—including forecasting, SOPs, packaging, pitch language, and sales motion
• Partner closely with Product, Engineering, and Enablement to align on solutions, roadmap priorities, and customer feedback loops
• Partner closely with the CRO to shape sales strategy, influence revenue planning, and translate company priorities into team action
• Monitor and improve team productivity and sales efficiency, identifying process bottlenecks and implementing scalable solutions
• Coach AEs on deal strategy, messaging, and execution, with a focus on multithreading and enterprise sales best practices
• Use data to drive decision-making, identify trends, and report on performance across the funnel
• Help define and evolve territory strategy and account allocation to ensure balance, high-impact coverage
• Champion a culture of learning, collaboration, and accountability within the sales team

Benefits

• Health insurance (medical, dental, vision) with 100% of employee premiums covered
• Unlimited PTO
• Flexible, remote WFH culture
• Access to the iconic Hearst Tower & its facilities in NYC (should you choose to ever be in person)