Director of Sales

Director of Sales

Our client, a digital payment platform for the logistics industry, is looking for a Director of Sales for a direct hire role located in Atlanta, GA.
The Role

Reporting to the CRO, the Director of Sales leads a team of 810 Account Executives. This is a player-coach role: you own your team's number and get there through disciplined coaching, fast new-hire ramp, and consistent execution. You'll partner closely with RevOps, Customer Success, and Marketing, and you'll own pipeline health, forecast accuracy, and the development of every AE on your team.
Team Leadership & Coaching

Lead, coach, and develop a team of 810 AEs to consistently hit individual and team quota
Run a consistent coaching cadence

weekly 1:1s, call evaluations, and pipeline reviews
Use call recordings and structured scorecards to drive measurable improvement in discovery, demo, and objection handling
Manage performance directly and fairly, including progressive coaching and accountability when reps are off track
Hiring & Ramp

Own new-hire onboarding and time-to-productivity; ensure every new AE follows the formal onboarding checklist
Get new reps shadowing experienced AEs in Week 1 and ramping against clear 30-60-90 day expectations
Surface and remove ramp obstacles early
Pipeline, Forecast & Quota

Own an accurate, defensible forecast and a healthy, well-qualified pipeline across your team
Inspect pipeline rigorously in HubSpot; enforce data quality, stage discipline, and playbook completion
Hold the line on process adherence

dispositioning, required fields, and deal gates
Cross-Functional Partnership

Raise CRM and process friction early and help drive solutions with RevOps
Provide structured input to Marketing on lead quality and quantity
Coordinate with Customer Success on clean deal-to-onboarding handoffs
What Success Looks Like

First 30 days

Know your team. Complete 1:1s with every AE, review each rep's pipeline and recent calls, learn client's digital payment and invoicing platform, and the buyer, and establish your coaching cadence.
First 60 days

Own the forecast. Deliver an accurate team forecast, identify your top 23 ramp and performance priorities, and have a concrete plan for any underperforming reps and open headcount.
First 90 days

Drive results. Team is tracking to quota, new hires are ramping on plan, and coaching is producing measurable call-quality improvement.
Qualifications

Required

5+ years in B2B sales with 2+ years leading a quota-carrying AE team (8+ reps)
Demonstrated track record of hitting and exceeding team revenue targets
Hands-on coaching leader

comfortable on calls, in demos, and in the deal
Strong CRM discipline; fluency in HubSpot (or comparable) for pipeline inspection, forecasting, and process enforcement
Experience hiring, onboarding, and ramping new AEs at speed
Data-driven approach to pipeline, forecasting, and performance management
Preferred

SaaS, payments, fintech, or logistics/transportation industry experience
Experience selling into SMB and mid-market, with exposure to longer-cycle enterprise deals
Familiarity with sales enablement tooling and structured call-coaching frameworks
What We Offer

Competitive base salary plus performance-based incentive (range to be specified)
Leadership role reporting directly to the CRO