About Sona
Frontline work keeps the world running. Restaurants, hospitals, schools, nurseries, airlines, stores, emergency services. Together they employ 80% of the global workforce, over 3 billion people, and they're among the hardest businesses anywhere to run. By-the-minute scheduling, HR and payroll make them far more operationally complex than the average office, yet just 1% of venture funding has ever gone to software built for them.
Rising costs, wage increases, labour shortages and tighter regulation have made fixing that urgent. Sona is the AI-native workforce management platform for frontline organisations, with agents that match staffing to real demand and take the admin load off managers. That's a $500bn+ market the software industry has mostly walked past.
We've raised over $100M from N47, Felicis, Gradient and Northzone, signed more than 100 enterprise customers across the UK and US, and opened offices in London, New York, San Francisco, Austin and Lisbon. More on working at Sona here.
About the Role
We're hiring a Sales Director to lead our US sales team in San Francisco as we scale our US operations significantly. This is a high-impact leadership role, reporting to the VP Sales, with responsibility for a core part of the organization at a pivotal point in the company's growth.
You'll coach Account Executives through complex enterprise deals, run the weekly pipeline and forecast rhythm, and hold the team to our sales process. The foundations are already in place. What we need is a leader who can scale them, which means hiring strong reps, raising the bar on execution and adapting how the team works as the US business grows.
Alongside that, you'll help your team work buying committees that span senior executives, procurement and day-to-day operators, and carry what you learn in those deals back to Product and Marketing. You'll also spot where the US market is opening up and help us move on it.
This role suits someone who loves developing people and wants to grow with the company. In return you'll get real ownership, and responsibility that grows with the results your team delivers.
Responsibilities
Hire, coach and develop a team of Account Executives, setting clear expectations and a high standard
Run the weekly operating rhythm, including pipeline inspection, deal reviews and forecast calls
Work alongside AEs on strategic enterprise deals, helping them multi-thread senior stakeholders and close
Lead the team in applying our sales process consistently, and feed back what works as we adapt it for the US market
Own pipeline coverage, forecast accuracy and CRM data quality, and report on them to the VP Sales
Work with Enablement to shorten ramp time for new reps and scale the team as US operations grow
Identify new market opportunities and use cases across US accounts
Bring customer feedback from live deals to Product and Marketing
Requirements
You have at least 2 years of experience leading a sales team, with a record of coaching reps to hit and beat quota
You've sold to the enterprise, navigating long deals with many stakeholders, and you communicate clearly from front-line managers to the C-suite
You bring operational rigor in pipeline management, forecasting and sales metrics
You're passionate about developing people and raising the standard of a team
You're a builder at heart who takes ownership, moves quickly and wants to scale with a growing company
You have a genuine interest in AI and how it's changing frontline operations
You want to build a generational company and see a high-impact leadership role as the way to do it
Don't worry if you don't tick every box. If this sounds like the role you've been looking for, we'd like to hear from you.
Benefits
Salary: $350,000 - $420,000 OTE
Hybrid: San Francisco, 3 days a week in the office
Share options
20 days PTO + sick days
401k contributions, employer match up to 2%
Comprehensive health cover via Aetna
Enhanced parental leave & pay
Annual all expenses paid team retreats
The latest Macbook and equipment budget for your home office
Professional development budget
Unlimited free books
Note: this represents a typical benefits package for a US-based, full-time employee. Exact details may vary based on location and employment type but we try to be as fair as possible to all of our team members. Please ask your contact in the Talent team to clarify the available benefits for you.
Skills Required
- At least 2 years of experience leading a sales team
- Track record of coaching sales representatives to meet and exceed quota
- Experience selling to enterprise customers
- Experience navigating complex, long-cycle deals with multiple stakeholders
- Clear communication skills with frontline managers through C-suite executives
- Operational rigor in pipeline management, forecasting, and sales metrics
- Passion for developing people and raising team standards
- Ownership mindset and ability to work quickly in a growing company
- Genuine interest in AI and its impact on frontline operations
- Desire to build and scale a high-growth company
What We Do
The employee empowerment revolution has arrived. Sona is the modern app for the new era of frontline work, combining powerful productivity tools with a sleek, simple and intuitive user experience. Empower your people to see their schedule at a glance, book holiday from anywhere, pick up extra shifts, communicate with colleagues, find information and give feedback instantly. Empower your managers to slash admin time by 5 hours per week, drastically reduce agency and payroll spending, and elevate your employee experience. Sona is transforming the way trailblazing organisations across health and social care, retail, logistics, charities and non-profits manage their teams and budgets and engage and retain their staff.
