Vapi
Director of Mid-Market Sales
San Francisco · Director
Sponsorship not specifiedDetected 27 days ago
SalesforceCRMSalesAccount ManagementPipeline ManagementOutbound SalesForecastingCadenceMentoring
About the role
- Most phone systems trap callers in menus and scripts.
- Total raised: $72M WHY WE'RE HIRING THIS ROLE As we scale our go-to-market engine, we need a frontline leader who brings rigor, predictability, and execution to our Mid-Market Account Executive organization.
- Forecast accuracy, outbound discipline, and deal velocity are critical to hitting our next stage of ARR growth.
Responsibilities
- Build trust with Mid-Market AEs through hands-on deal coaching and field presence
- Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards
- Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside
- Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks
- Generational impact - build the human interface for every business on the planet
Requirements
- 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP)
- Proven forecast accuracy: consistent track record of calling your number and delivering against quota in high-growth environments
- Mid-Market expertise: experience leading AEs selling into mid-market accounts with deal sizes in the $240K-$1M+ ARR range
Nice to have
- Ownership culture
- 70% of the company are previous founders
- we operate with high autonomy and high accountability
- strong pipeline management skills and CRM discipline - Salesforce experience strongly preferred
- Analytically driven: strong pipeline management skills and CRM discipline - Salesforce experience strongly preferred
Skills
- strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework
Compensation
- $10K annual L&D budget - we're serious about your growth
Benefits
- catered meals, transportation, and gym access
- Competitive salary + equity - real ownership in a company with real momentum
- Comprehensive health coverage - medical, dental, and vision
- Flexible PTO - take what you need
- Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity
- Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression
Company info
- Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500
This listing is sourced directly from Vapi's careers page and normalized into a canonical job model.