Director of Mid-Market Sales

Vapi Technologies Inc.

Job Overview

Location

San Francisco

Job Type

Full-time

Full Job Description

📋 Description

• Lead and manage a team of Mid-Market Account Executives to drive predictable, scalable revenue growth in the $240K–$1M+ ARR deal size range.
• Develop deep expertise in pipeline health, forecast methodology, ICP segmentation, and deal velocity to ensure accurate revenue forecasting and execution.
• Build trust with Mid-Market AEs through hands-on deal coaching, field presence, and direct involvement in complex sales cycles involving developers, technical buyers, and C-suite executives.
• Assess and improve the current forecasting process by identifying gaps in accuracy, inspection, and accountability to enhance forecast predictability.
• Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards to align team performance with revenue targets.
• Conduct structured deal reviews and pipeline inspections to improve win rates, reduce sales cycle time, and increase stage conversion rates.
• Reinforce outbound discipline across the AE team to ensure consistent generation of self-sourced pipeline and reduce over-reliance on marketing-generated leads.
• Drive adoption of MEDDPICC or a comparable sales methodology to standardize deal execution, improve consistency, and increase win rates across the team.
• Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk, upside, and deal health across the mid-market portfolio.
• Support recruiting, onboarding, and ramping of new Mid-Market AEs by defining clear hiring profiles, success benchmarks, and onboarding frameworks.
• Establish a high-performance sales culture grounded in accountability, coaching, operational rigor, and data-driven decision-making.
• Collaborate closely with Sales Development, Solutions Engineering, Marketing, and RevOps teams to ensure seamless pipeline coverage, opportunity progression, and cross-functional alignment.
• Maintain strong CRM discipline using Salesforce to track deal progress, update pipeline data accurately, and enable reliable reporting and analysis.
• Operate as a builder in an early-stage environment, creating scalable processes from scratch to support rapid revenue expansion.
• Act as a people leader who earns trust, leads by example, and elevates team performance through direct mentorship and clear communication.
• Contribute to shaping the broader selling culture of Vapi’s revenue organization, setting standards that define the next chapter of its go-to-market engine.

🎯 Requirements

• 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
• Salesforce experience strongly preferred

🏖️ Benefits

• Competitive salary + equity
• Comprehensive health coverage — medical, dental, and vision
• Quarterly off-sites
• Flexible PTO — take what you need
• $10K annual L&D budget
• Perks: catered meals, transportation, and gym access

Skills & Technologies

Mid-level

Onsite

$240k-0k

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Vapi Technologies Inc.

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About Vapi Technologies Inc.

Vapi empowers developers to build and deploy advanced voice AI agents through a highly configurable, API-first platform. Serving a wide range of clients from startups to Fortune 500 companies, Vapi simplifies the creation of leading voice AI products and scales phone operations efficiently. The platform supports a global user base, evidenced by its multilingual capabilities in over 100 languages. With impressive traction, Vapi has powered over 300 million calls and launched more than 2.5 million assistants, highlighting its significant impact and reliability in the voice AI market.

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