Senior Director of Sales

Senior Director of Sales

Location:

Remote United States

Start Date:

Immediate (contract-to-hire option available)

Department:
Revenue / Go-To-Market

Type:
Full-Time | Executive

Compensation: $100,000–$150,000 base + uncapped commission (OTE $200k–$250k)

Panoptyc is the AI platform that helps 20,000+ retail stores detect and deter theft in real time. Our vision is to make loss prevention intelligent, proactive, and profitable. We’re rapidly expanding from our core market of corporate food service into grocery, c-stores, and broader retail verticals.

Help us scale! This could be the defining achievement of your career.

We’re title‑flexible and care more about fit than labels. We’d love a Director of Sales from a best‑in‑class company, or a VP ready to roll up their sleeves. What matters: you’re the best sales leader your former colleagues have ever worked with.

This is a player‑coach role for someone who can close enterprise and mid‑market deals themselves while building and leading a high‑performing team. You’ll own Panoptyc’s core revenue engine—from strategy to execution—across our AI software + hardware product line through direct and channel sales.

You’ll work closely with the Founder and C‑Suite to:

• Strengthen distribution partnerships with national and strategic accounts

• Build repeatable, data‑driven sales processes in an environment that’s sometimes ambiguous and still building infrastructure

• Lead, coach, and hire a team of full‑cycle sales reps, account managers, and SDRs

• Own and close key deals yourself
  —you’re in the trenches with your team

• Expand into adjacent retail verticals (grocery, c‑stores, apparel, dining)

• Drive customer success and expansion—we’ve landed accounts and need to grow them

• A hungry and competent former high‑performing AE who has stepped into leadership (Team Lead/Manager) within the last 1–3 years.

• Must be willing to "get their hands dirty," sell alongside the team, and work "in the trenches" rather than just managing from afar.

• Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growth

• The preference is for a Mid‑Market/SMB background rather than pure Enterprise, as we need someone who prioritizes speed and volume over the long, slow cycles of multi‑million dollar deals.

• Player‑coach mentality — you can sell and lead simultaneously

• Creative deal‑maker — you unblock stuck deals and move the unmovable through creative problem‑solving and relentless follow‑through

• Travel ready — minimum 3x per month to close deals, support the team, and build relationships

• Immediate availability — we need you there tomorrow (flexible on contract‑to‑hire to start)

You’re hungry, obsessed, and on a steep growth trajectory
.

• Motivational and charismatic — people want to run through walls for you (likely a high D/I on DISC)

• Opinionated about customer success — you know retention and expansion are where real revenue is built

• Competitive and driven — you work hard, including occasional Saturdays when deals demand it

• A believer in equity — you understand startup upside and want meaningful ownership in a rocket ship

• Experience selling into retail, food service, or distribution channels

• Track record of creating or taking a customer success motion to the next level

• "Best sales person” I’ve ever worked with" references

• EOS

• Own Panoptyc’s top‑line core revenue targets and build a scalable GTM strategy across enterprise and mid‑market segments

• Develop and manage KPIs across pipeline generation, conversion, expansion, and retention

• Lead forecasting, sales planning, and territory strategy across channels and verticals

• Implement proven sales methodologies and coaching frameworks (Sandler, MEDDIC, etc.)

• Navigate and improve processes in an environment that’s sometimes ambiguous—you build structure where needed

• Recruit, train, and manage a team of AEs, SDRs, and Account Managers

• Foster a performance culture rooted in accountability, urgency, and collaboration

• Be the motivational force that elevates average performers to great ones

• Partner with…