About the Opportunity
ChurnZero is the AI platform and partner for the future of customer work. Customer teams are being asked to grow their business without growing their headcount, and AI has changed how their customers buy, adopt, and leave. We help them protect revenue, fuel growth, scale impact, and prove value.
We are hiring a Director of Sales to lead eight Account Executives across Commercial and Enterprise. Our team sells to Customer Success executives who are rethinking how their teams work, and who want to know which partner they can trust to run AI on their book. You will lead a team that creates its own pipeline, owns that conversation, and wins.
This is a frontline leadership role built on coaching. You will develop reps who run their deals with discipline, and step in where your judgment changes the outcome. Growth from within is part of how we build this team. Three of our eight AEs started their careers at ChurnZero as SDRs, and our SDR team remains a proven pipeline for future AEs.
Job Title: Director, Sales
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid-Washington DC based
Target OTE: OTE range of $200,000 to $250,000.
What You’ll Own
- Leadership of eight AEs: three Enterprise, one Emerging Enterprise, and four Commercial.
- The team's rolled-up quota. You do not carry an individual number
- A proactive pipeline culture where every AE contributes self-sourced pipeline through consistent, measurable outbound activity, alongside SDR and Marketing-sourced opportunities
- AI-powered tooling across the funnel, from prospecting and call review to pipeline inspection and forecasting, so your team works more efficiently and your coaching is sharper
- Forecast accuracy and a disciplined weekly operating rhythm across segments
- Coaching in the Sandler Sales method across discovery, qualification, multithreading, competitive selling, and closing
- The growth and advancement of your reps, and a close partnership with Sales Development to keep the SDR to AE path strong
- Partnership with Sales Enablement, Revenue Operations, Marketing, and Product
What Success Looks Like
- The team attains it's rolled-up quota across all three segments
- Every AE contributes self-sourced pipeline week after week
- Forecasts that the CSO and executive team can rely on
- AEs who run their own deals with discipline, supported by a coaching cadence they value
Our Stack
Our team works in Salesforce, Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Chorus, Winn.AI, Allego, and Claude
What You’ll Bring
- 5+ years of SaaS sales experience, including at least 3 years leading Account Executives
- A record of building accountable, outbound-driven teams and hitting team quota
- Experience leading reps across more than one segment, with the judgment to coach each motion on its own terms
- Coaching skill that shows you can find where a rep is stuck and change their behavior
- Command of the fundamentals: CRM hygiene, forecast discipline, coverage, and pipeline velocity
- Fluency with a modern sales stack, including CRM, conversation intelligence, sales engagement, and enablement platforms
- Hands-on use of AI tools to improve prospecting, coaching, and forecasting
- Steadiness through change and clarity under pressure
- Urgency and real care for your people
Preferred Experience
- Selling into Customer Success, post-sale, or SaaS operations functions
- Moving AE teams from inbound-reliant models to outbound-led pipeline creation
- Training in Sandler, or experience with MEDDPICC or another structured methodology
- Experience selling AI-enabled products to buyers who are still forming a view
Why This Role
- A product that is changing how buyers work. Our platform unifies every account, engages every customer, automates the right next step, and analyzes the whole book.
- Direct access to leadership. You report to the CSO and work closely with the executive team.
- Support in place. Dedicated Enablement, Revenue Operations, and Marketing partners are ready to help you execute.
- A proven growth path. Three segments, a clear methodology, and AEs who started as SDRs here.
- The standard is yours to set. You will define what high performance looks like on this team.
Skills Required
- 5+ years of SaaS sales experience
- At least 2 years leading Account Executives
- Proven track record building accountable, outbound-driven sales teams
- Deep coaching capability to diagnose rep issues and develop winning behaviors
- Operational command of CRM hygiene, forecast discipline, coverage modeling, and pipeline velocity
- Hands-on experience with modern GTM toolsets (CRM, conversational intelligence, prospecting automation, coaching platforms)
- Comfort navigating organizational change and evolving sales motions
- Leadership presence focused on urgency, clarity, team development, and performance
- Selling into post-sale, Customer Success, or SaaS operations functions
- Experience building outbound-led AE teams from historically inbound models
- Familiarity with Sandler, MEDDPICC, or other structured sales methodologies
What We Do
ChurnZero is Customer Success software for growing SaaS and subscription businesses. Our platform is uniquely designed to integrate with CRM systems and tightly into an application or service. In doing so, ChurnZero (1) helps businesses understand how their customers use their product, (2) assesses their health and their likelihood to renew, and (3) gives the business the means to automate and personalize the customer experience through timely and relevant touchpoints, including in-app content. ChurnZero customers find instant ROI as their customer success managers are immediately more productive and better informed and their customers are getting better just-in-time service from the automated playbooks.
