Director of Sales

• We’re creating the shift to voice as humanity’s default interface
• We’re the most configurable platform for deploying voice agents
• We’ve grown to over 600k developers in two years, adding 2,000+ every day

• As we scale our go-to-market engine, we need a strong frontline leader to drive rigor, predictability, and execution within our Account Executive organization.
• Forecast accuracy, outbound discipline, and deal execution are critical to hitting our next stage of ARR growth.
• This role will shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi’s revenue organization.

• 30 Days:
  • Deeply understand pipeline health, forecast methodology, ICP segmentation, and current deal velocity.
  • Build trust with Mid-Market, Enterprise, and Strategic AEs through hands‑on deal coaching.
  • Assess current forecasting process and identify gaps in accuracy, inspection, and accountability.
  • Align with Sales Development, Solutions Engineering, Marketing, and Rev Ops on pipeline coverage and opportunity progression.
• 60 Days:
  • 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.
  • Begin refining sales methodology adoption (MEDDPICC, SPICED, or similar) to increase consistency across deals.
• 90 Days:
  • Deliver consistent, reliable forecast rollups to the Head of Sales with clear visibility into risk and upside.
  • Improve pipeline hygiene, stage conversion rates, and forecast predictability across segments.
  • 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.

• 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP).
• Proven track record of improving forecast accuracy and consistently delivering against quota in high-growth environments.
• Experience leading AEs selling into mid‑market and enterprise accounts with deal sizes ranging from $240K to $1M+ ARR.
• Skilled at coaching complex, multi‑stakeholder sales cycles involving developers, technical buyers, and C‑level executives.
• Strong command of a recognized sales methodology (MEDDPICC, Challenger, Sandler, Command of the Message, or similar).
• Hands‑on operator who thrives in early‑stage, fast‑moving environments and can build process from scratch.
• Highly analytical with strong pipeline management skills and CRM discipline (Salesforce experience strongly preferred).
• Excellent communicator and people leader who earns trust and leads by example.
• Bonus:
  Experience in developer tools, API‑first, infrastructure, AI, or voice technology companies.

• Generational impact:
  Build the human interface for every business
• Ownership culture: 70% of the company are previous founders
• Kind team:
  The founders, Jordan and Nikhil, are Canadians
• Tier-1 Investors: YC, KP seed, Bessemer Series A

• Real stake:
  We offer a competitive salary and excellent equity ownership
• Comprehensive health coverage: medical, dental, and vision plans
• Team love:
  We love hanging out, and we do quarterly off‑sites
• Flexible time off: take what you need
• More: catered meals, transportation, gym, and a $10k annual L&D budget

Vapi