About the Opportunity
ChurnZero is looking for a high-impact Sales Director to join our GTM leadership team during a pivotal phase of strategic transformation. As the recognized leader in Customer Success software, we help SaaS companies drive customer-led growth—retention, expansion, and efficiency—at scale. Our next chapter is defined by AI-powered product innovation, segment-specific sales motions, and a bold vision to modernize how customer platforms are sold.
We’re now building the team that will take us from established category leader to breakout growth engine—and this role is central to that mission.
This is a rare opportunity for a builder: someone who thrives on developing people, driving outbound discipline, and leading go-to-market teams through inflection points. You’ll inherit a team of AEs and be tasked with scaling performance through structure, rigor, and world-class coaching.
Job Title: Director, Sales
Classification: Exempt
Reports to: Chief Sales Officer
Location: Hybrid-Washington DC, US-based
Target OTE: OTE range of $200,000 to $250,000.
What You’ll Own
- Full leadership of a high-potential Commercial AE team, currently 8 AE's responsible for SMB and Mid-Market Sales
- Build and instill a proactive pipeline culture, transforming how we prospect, engage, and convert across the funnel
- Own the team’s forecast accuracy, outbound execution, and quota attainment through a disciplined sales operating rhythm
- Coach with purpose: elevate rep performance in discovery, multithreading, competitive selling, and closing
- Partner cross-functionally with RevOps, Enablement, Marketing, and Product to align strategy and execution
- Recruit and onboard new talent as the team scales, with a sharp eye for potential and culture fit
What You’ll Bring
- 5+ years of SaaS sales experience, including at least 2 years leading Account Executives in high-growth environments
- Proven track record of delivering results by building accountable, outbound-driven sales teams
- Deep coaching capability—able to diagnose where reps are stuck and develop winning behaviors
- Operational command: CRM hygiene, forecast discipline, coverage modeling, and pipeline velocity
- Hands-on experience with modern GTM toolsets: CRM, conversational intelligence, prospecting automation, and coaching platforms
- Comfort navigating change—whether evolving a team, segmenting markets, or building new motions
- A leadership presence rooted in urgency, clarity, team development, and performance
Why Now
- Strategic Transformation: We’re redesigning our go-to-market model around market segmentation, pipeline ownership, and modern sales rigor
- AI-Led Innovation: Our roadmap is rich with intelligent automation and embedded AI agents that will redefine efficiency and impact for our customers
- Customer Success Category Leadership: ChurnZero is widely recognized as the gold standard in Customer Success platforms—we’re now scaling to dominate
- Leadership Autonomy & Visibility: You’ll work directly with the CSO and executive leadership to shape strategy and outcomes
- Real Impact: You won’t just inherit a team—you’ll shape what high performance looks like for years to come
Preferred Experience
- Selling into post-sale, Customer Success, or SaaS operations functions
- Building outbound-led AE teams from historically inbound models
- Familiarity with Sandler, MEDDPICC, or other structured sales methodologies
- A strong POV on coaching, structure, and scale in B2B sales
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.
