Associate Director of Sales

$125,000 + bonus + commission

The Opportunity:

Join a leading organization in the travel arrangements industry that simplifies corporate travel through innovative technology and personalized service. Our client, a dynamic brand within a global travel group, is focused on expanding its presence in the SME market and delivering high‑impact travel solutions. As an Associate Director of Sales, you will lead a high‑performing team, drive revenue growth, and shape the future of business travel across the Western United States.

Responsibilities:

• Lead, coach, and hold accountable a team of Account Executives and Senior Account Executives 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.
• Monitor daily activity metrics and intervene proactively when results are off‑track.
• Own day‑to‑day management of the sales team, including focus, prioritization, and execution.
• Implement and maintain operational processes to improve consistency and conversion rates.
• Ensure strong adoption and data hygiene across CRM, Gong, and sales enablement tools.
• Track, analyze, and report team KPIs to senior sales leadership.
• 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.
• Contribute to a safe, inclusive, and accessible work environment.

Must-Have Skills:

• Proven experience leading and developing B2B sales teams.
• Strong coaching, performance management, and feedback capabilities.
• Expertise in pipeline management, forecasting, and sales metrics.
• Deep understanding of modern B2B sales methodologies
• Ability to conduct difficult performance conversations with professionalism and empathy.
• Experience recruiting, interviewing, and hiring sales talent.

Nice-to-Have Skills:

• Knowledge of corporate travel industry dynamics and SME market challenges.
• Familiarity with travel technology platforms and related integrations.
• Experience maintaining a personal book of business in strategic travel deals.
• Exposure to advanced analytics and reporting tools for sales performance.
• Understanding of diversity, equity, and inclusion best practices in sales organizations.