Director of Sales – Account Executives
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Job Description
Director of Sales leading Account Executives focused on pipeline generation and revenue at Buildout. Managing the new logo sales team to achieve disciplined sales execution and coaching.
Responsibilities:
- Partner with the Vice President of Sales to execute our new logo acquisition strategy, and translate company growth goals into clear team expectations.
- Lead the Account Executive team with a clear focus on pipeline generation, funnel conversion, forecast accuracy, and quota attainment.
- Establish and reinforce clear funnel conversion benchmarks (MQL → SAL → SQL → Closed Won).
- Build a culture where pipeline is generated daily and managed proactively.
- Own 3x+ pipeline coverage to support predictable attainment.
- Ensure every MQL is dispositioned, every SAL is qualified, and no opportunity stalls.
- Drive outbound rigor to ensure a minimum of 25% of pipeline is sales-generated.
- Run weekly funnel inspections to identify breakdowns in lead quality vs. rep execution.
- Maintain rigorous CRM hygiene — stages reflect reality, not optimism.
- Conduct structured 1:1s focused on skill development, deal strategy, and performance improvement.
- Lead live deal reviews and role-play sessions to strengthen discovery, objection handling, and closing execution.
- Coach AEs on multi-threading, executive alignment, and competitive positioning.
- Develop individualized performance improvement plans tied to measurable conversion and revenue metrics.
- Identify team-wide skill gaps and build targeted training initiatives to close them.
- Help reps understand their personal conversion metrics and where they need to improve.
- Hire, develop, and retain high-performing Account Executives.
- Proactively manage territory and capacity to maximize opportunity coverage.
- Run structured weekly pipeline reviews centered on close plans, risk identification, and next-step clarity.
- Maintain high forecast accuracy and commit integrity.
- Replace “hope” with data-backed qualification standards.
- Coach reps through stuck deals and competitive displacement scenarios.
- Partner with RevOps to design dashboards tracking funnel performance and conversion trends.
- Collaborate with Marketing to ensure strong MQL quality and fast feedback loops.
- Reinforce alignment between inbound pipeline, outbound generation, and revenue outcomes.
- Continuously refine messaging and positioning based on win/loss analysis.
Requirements:
- You’ve led from the front. You bring 5+ years of experience as a quota-carrying B2B SaaS seller and 3+ years leading Account Executives in a new logo environment. You know what great looks like.
- You know how to build a number, not just report on one. You have a track record of improving funnel conversion, strengthening pipeline health, and driving consistent new logo growth through disciplined execution.
- You’re a coach first. You genuinely enjoy developing talent. You know how to use feedback, repetition, deal review, and clear expectations to help reps improve.
- You’re a funnel diagnostician. You quickly identify whether performance gaps stem from lead quality, skill execution, or qualification rigor.
- You’re operationally sharp. You have experience managing forecast rigor and pipeline health within Salesforce, and you use data and process discipline to drive predictable outcomes.
- You raise the bar. You create high standards and make average uncomfortable. You believe strong teams are built through consistency and candor.
- You like momentum. You thrive in an environment where pace matters and there’s real opportunity to shape outcomes.
Benefits:
- Impactful insurance and benefit options, including 2 medical plans to choose from, 100% coverage of employee dental and vision insurance premiums, HSA seed, company-paid STD, LTD, life insurance, and telemedicine, and a wellness benefit of $400/year.
- Policies that support a healthy work/life harmony, including Flexible PTO, 14 paid company holidays, paid parental leave, and give back days
- 401(k) with 4% company match and immediate vesting
- A fully remote work culture with a monthly remote work reimbursement ($600/year) to support our distributed team and an annual, in-person company kickoff
- Challenging problems to solve with a committed and supportive team who are invested in your growth and development
- A wonderfully quirky culture where you’re encouraged to bring your whole self to work
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