Director of Sales

Vapi (/ˈVɑːpi/):

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.

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.

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.

Details

Location

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.

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.

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.