Director of Sales, Commercial

About the role

The Director of Sales is responsible for leading and scaling a high-performing SaaS sales organization focused on driving revenue growth, forecast accuracy, and operational excellence through repeatable sales execution. This role oversees Commercial Account Executives while executing on expected sales processes, strengthening team performance, and identifying strategic market expansion opportunities that support the organization’s continued growth.

Responsibilities

• Lead, coach, and develop Account Executives to exceed quota and pipeline goals
• Execute on and enhance SaaS sales processes to support continued revenue growth
• Drive forecast accuracy, pipeline visibility, and operational discipline
• Manage sales operating cadences including forecast reviews, pipeline inspection, and performance management
• Navigate complex deal mechanics including procurement, pricing, legal, security, and contract negotiations
• Identify and mitigate pipeline risk to improve forecast reliability and deal conversion
• Analyze SaaS KPIs including ARR, pipeline coverage, conversion rates, sales cycle trends, and AE productivity
• Hold Account Executives accountable to Interplay’s repeatable performance metrics and success frameworks
• Identify market expansion, whitespace, and revenue optimization opportunities
• Monitor market trends, competitive positioning, and buyer behavior to refine sales strategy and messaging
• Coach teams on discovery, qualification, negotiation, objection handling, and sales talk tracks
• Partner cross-functionally with Enablement, Marketing, Product, RevOps, and Customer Success to improve GTM execution
• Test and optimize sales motions, product positioning, and process improvements to increase scalability and efficiency
• Drive adoption and best practices across Salesforce, Clari, Gong, and related sales tools
• Support onboarding, enablement, and new product go-to-market initiatives
• Foster a high-performance hybrid culture focused on accountability, collaboration, and execution

Requirements

• 7+ years of progressive SaaS sales experience with multiple years in sales leadership roles
• Proven experience leading Account Executive teams within high-growth B2B SaaS organizations
• Traditional SaaS sales background with experience carrying quota prior to leadership responsibilities
• Demonstrated success scaling sales organizations during rapid ARR growth stages
• Strong understanding of SaaS KPIs including ARR, pipeline coverage, ASP, attainment, conversion rates, churn impact, CAC efficiency, forecast variance, and sales productivity metrics
• Proven history of accurate forecasting and disciplined pipeline management
• Experience managing complex sales cycles and enterprise-level deal mechanics
• Proven ability to execute within repeatable sales processes and scalable GTM motions
• Strong working knowledge of Salesforce, Clari, Gong, and modern sales engagement platforms
• Experience introducing and supporting new product launches and evolving GTM initiatives
• Strong understanding of forecasting methodology, pipeline inspection, and risk identification
• Ability to identify market trends, evaluate competitive positioning, and adapt sales strategies accordingly
• Skilled in developing sales talk tracks, coaching frameworks, qualification standards, and performance management systems
• Experience using structured SaaS sales methodologies such as MEDDICC, Challenger, SPIN, or similar frameworks preferred
• Strong business and financial acumen with the ability to interpret historical sales metrics and performance trends
• Experience partnering closely with Revenue Operations, Product Marketing, and Customer Success teams preferred
• Bachelor’s degree preferred or equivalent professional experience

Pay

Salary Range: $150,000 - $200,000
Bonus/Incentives: Quarterly variable compensation

Benefits & Perks

• Remote-first & flexible hours – Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH.
• Learning & growth – Annual learning reimbursement.
• Family-friendly policies – Support for work-life balance.
• Generous time off – 3 weeks PTO, 1 week Winter Break, holidays, and sick days.
• Comprehensive benefits – Medical, vision, dental, and 401(k) match.
• Equity – Private Company Equity Options
• Wellness – Mental and physical health resources and social events.

Equal Employment Opportunity

Interplay Learning is committed to providing equal employment opportunity (EEO) to all qualified employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.

Drug Testing & Background Testing

The company conducts background checks as part of the hiring process after extending an offer of employment. These screenings are facilitated by trusted third-party specialists. All positions require I-9 verification, E-Verify, a background check, and a drug and alcohol screening. Depending on the role, additional screenings may include employment history verification, a DMV record check, reference checks, education and credential verification, or a credit history review.