Vapi (/ˈVɑːpi/):
Voice AI that resolves, not transfers
Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life
Trusted by 1 million developers building the future of voice agents
Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised
Try talking to Vapi now!
As we scale our go-to-market engine, we need a frontline leader who brings rigor, predictability, and execution to our Mid-Market Account Executive organization. Forecast accuracy, outbound discipline, and deal velocity are critical to hitting our next stage of ARR growth.
This is a high-impact role: you'll shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi's revenue organization.
Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity
Build trust with Mid-Market AEs through hands-on deal coaching and field presence
Assess the current forecasting process and identify gaps in accuracy, inspection, and accountability
Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression
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 driving sales methodology adoption (MEDDPICC) to increase consistency across deals
Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside
Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability
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 forecast accuracy: consistent track record of calling your number and delivering against quota in high-growth environments
Mid-Market expertise: experience leading AEs selling into mid-market accounts with deal sizes in the $240K–$1M+ ARR range
Complex deal coach: skilled at guiding multi-stakeholder sales cycles involving developers, technical buyers, and C-suite executives
Methodology fluency: strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework
Builder mentality: hands-on operator who thrives in early-stage environments and can create process from scratch
Analytically driven: strong pipeline management skills and CRM discipline — Salesforce experience strongly preferred
People leader: excellent communicator who earns trust, leads by example, and brings out the best in their team
Bonus: Background in developer tools, API-first products, infrastructure, AI, or voice technology.
Generational impact - build the human interface for every business on the planet
Ownership culture - 70% of the company are previous founders; we operate with high autonomy and high accountability
Kind team - our founders, Jordan and Nikhil, set the tone: smart, direct, and genuinely good people
Tier-1 backing - YC, Kleiner Perkins, Bessemer, and M12 in your corner
Competitive salary + equity - real ownership in a company with real momentum
Comprehensive health coverage - medical, dental, and vision
Quarterly off-sites - we invest in the team, not just the work
Flexible PTO - take what you need
$10K annual L&D budget - we're serious about your growth
Perks: catered meals, transportation, and gym access
Skills Required
- 7+ years in B2B SaaS sales
- At least 3 years in frontline sales management (Manager, Director, or RVP)
- Proven forecast accuracy and track record of delivering against quota
- Mid-market experience selling deals in the $240K-$1M+ ARR range
- Skilled at coaching complex, multi-stakeholder sales cycles (developers, technical buyers, C-suite)
- Fluency with sales methodologies (MEDDPICC, Challenger, Sandler, Command of the Message, or comparable)
- Builder mentality; experience creating processes in early-stage, high-growth environments
- Strong pipeline management skills and CRM discipline
- Salesforce experience
- People leadership and strong communication skills
- Background in developer tools, API-first products, infrastructure, AI, or voice technology
Vapi Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vapi and has not been reviewed or approved by Vapi.
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Equity Value & Accessibility — Equity is presented as meaningful ownership in a fast‑growing startup, with substantial grants emphasized and an explicit “ownership culture.” This positioning gives employees a real financial stake in the company’s growth.
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Healthcare Strength — Health coverage is described as comprehensive medical, dental, and vision, with additions like One Medical and Spring Health and claims of 100% employer‑paid coverage for employees in some materials. This breadth indicates strong protection for employees and families.
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Wellbeing & Lifestyle Benefits — Everyday perks include a $10,000 annual learning budget, daily catered meals, commuter support, fitness memberships (e.g., Equinox), and quarterly offsites. Public materials also cite significant per‑employee investment beyond salary.
Vapi Insights
What We Do
Vapi lets enterprises deploy human-like voice agents in minutes. Whether you’re building a voice product or trying to handle millions of calls, Vapi’s reliable infrastructure and flexible APIs make it easy. Everyone from YC startups to Fortune 500 companies rely on Vapi because it is: Flexible: Plug in your APIs, your customer data, your models Scalable: Handle millions of calls with <500ms latency Secure: LLM guardrails, HIPAA, SOC-2 Helping enterprises over this challenge, Vapi, has raised $20 million in Series A funding, led by Bessemer Venture Partners with participation from Abstract Ventures, AI Grant, Y Combinator, Saga Ventures, and Michael Ovitz.
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