Director of Mid-Market Sales

Why We're Hiring

This role is crucial as we scale our go-to-market engine. You'll shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi's revenue organization.

What You'll Do

• Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity
• Build trust with Mid-Market AEs through hands-on deal coaching and field presence
• Audit the 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
• 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
• Drive sales methodology adoption (MEDDPICC) to increase consistency across deals
• Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside
• Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability
• 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

Who You Are

• 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
• Complex deal coach: skilled at guiding multi-stakeholder sales cycles involving developers, technical buyers, and C-suite executives
• Methodology fluency: strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework
• Builder mentality: hands-on operator who thrives in early-stage environments and can create process from scratch
• Analytically driven: strong pipeline management skills and CRM discipline — Salesforce experience strongly preferred
• People leader: excellent communicator who earns trust, leads by example, and brings out the best in their team

Bonus

• Background in developer tools, API-first products, infrastructure, AI, or voice technology

What We Offer

• Competitive salary + equity - real ownership in a company with real momentum
• Comprehensive health coverage - medical, dental, and vision
• Quarterly off-sites - we invest in the team, not just the work
• Flexible PTO - take what you need
• $10K annual L&D budget - we're serious about your growth
• Perks: catered meals, transportation, and gym access