Director of Sales

Responsibilities

• Directly manage AEs: Own the ramp, development, pipeline, and number for a team of quota-carrying Account Executives selling Starbridge into the SLED market.
• Live deal support: Jump into discovery, demo, pricing, and closing calls. Be the person your reps want to pull in when a deal is on the line.
• Coach relentlessly: Review Gong calls daily, run weekly deal reviews, and deliver pointed, specific, in-the-moment feedback.
• Raise both the floor and the ceiling on the team. Get into the product: Know Starbridge as well as any AE on the floor. Demo it, break it, and translate every product release into a sharper selling motion within days — not quarters.
• Be AI-forward: Use Claude and our own platform to automate what should be automated — call reviews, deal prep, forecast hygiene, follow-up emails, pipeline triage. Build prompts, agents, and workflows that compound across the team.
• Own the number: Call your team's forecast weekly and hit it. Build the operating rhythm — pipeline reviews, deal desk, forecasting — that makes attainment predictable.
• Hire and build: As we scale, help recruit, interview, and onboard the next wave of AEs. Raise the bar on every hire.

Requirements

• Must have 5+ years of demonstrated quota-crushing as an AE in B2B SaaS — with top-decile performance across multiple roles or years.
• 1–2+ years of direct sales leadership experience managing a team of quota-carrying AEs. You've owned a team number, not just an individual one.
• Technical fluency: You can get into any SaaS product, understand its data model, and teach reps how to use it as a weapon. You're excited to learn Starbridge inside-out in your first 30 days.
• In-the-trenches coach: You don't coach from the sidelines. You love being on live calls with your reps, and the idea of never jumping on a customer call again sounds like a demotion, not a promotion.
• World-class coaching ability: You can listen to a 30-minute discovery call and tell a rep the two moments that decided the deal. Reps leave your 1:1s sharper than they arrived.
• AI-forward operator: You already use Claude (or equivalent) daily. You've built prompts, agents, or automations that saved your team real time. When a new model ships, you're testing it against your workflows that week.
• High-output mindset: Starbridge is a fast-moving, in-office, high-intensity environment. We work hard and we love it.

Qualifications

• Experience selling into, or adjacent to, SLED / public sector.
• First or early sales leader at a Series A / Series B company.
• You've built call-review, deal-coaching, or rep enablement systems from scratch.
• You've shipped internal AI tooling that your team actually used every day.

Skills

• Strong communication and interpersonal skills.
• Ability to lead and motivate a team towards achieving common goals.
• Proven ability to manage and exceed sales targets.
• Understanding of SaaS products and the ability to effectively communicate their value proposition.
• Experience with AI tools and platforms.

Benefits

• Competitive salary + early-stage equity
• Comprehensive medical, dental, and vision insurance
• Unlimited PTO
• Regular offsites (NYC + global locations)

Pay

Compensation Range: $280K - $300K

Schedule

Build Bridges to Help Customers Win - We pride ourselves on being obsessively customer-centric. Shooting Star Speed - We move with extreme speed. We value momentum, decisiveness, and the ability to accelerate when it matters. Fun Is a Feature - Fun is a Feature means we intentionally design Starbridge to be an energizing place to do hard work. Joy, humor, and camaraderie make great teams faster, sharper, and more resilient. In the Arena - We believe the best ideas come from living close to the work, feeling the friction, hearing the nuance, and experiencing the details firsthand.