Corporate Traveler - Associate Director of Sales - Irvine, CA

About the role

This is a high-impact leadership role for a sales leader who thrives on developing talent and delivering results. As Associate Director of Sales, West, you will lead a team of Account Executives and Senior Account Executives across key Western U.S. markets, owning team performance, coaching excellence, and revenue growth.

Responsibilities

• Lead, coach, and hold accountable a team of AEs and Senior AEs to achieve new business and revenue expansion targets
• Conduct regular 1:1 coaching sessions focused on pipeline, activity metrics, and skill development
• Review and score Gong calls, providing structured feedback to improve close rates and sales behaviors
• Identify performance gaps and implement targeted coaching and development plans
• Lead weekly team huddles, pipeline reviews, and performance discussions
• Maintain day-to-day management of the sales team, including focus, prioritization, and execution
• Implement and maintain operational processes to improve consistency and conversion rates
• Monitor daily activity metrics and intervene proactively when results are off-track
• Foster a high-performance, accountability-driven team culture
• Own day-to-day management of the sales team, including focus, prioritization, and execution
• Manage performance improvement plans with clarity, fairness, and consistency
• Partner with Talent Acquisition to build and maintain a strong candidate pipeline
• Interview, assess, and support hiring decisions for AE and Senior AE roles
• Support onboarding, ramp, and ongoing skills development for new and existing team members
• Champion sales methodologies such as solution selling and MEDDIC
• Maintain a limited personal book of business to lead by example in complex or strategic deals

Qualifications

• Proven experience leading and developing B2B sales teams
• Strong coaching, performance management, and feedback capabilities
• Experience managing pipelines, forecasting, and sales metrics
• Hands-on experience with CRM and sales enablement tools (e.g., Salesforce, Gong)
• Strong understanding of modern B2B sales methodologies
• Experience recruiting, interviewing, and hiring sales talent