Director of Sales

Vapi (/ˈwɑːpi/):

• We’re creating the shift to voice as humanity’s default interface.
• We’re the most configurable platform for deploying voice agents.
• We’re grown to 400,000 developers in 20 months, adding 2,000+ every day.
• Try talking to Vapi now!

Why We’re Hiring This Role:

• As we scale our go-to-market engine, we need a strong frontline leader to drive rigor, predictability, and execution within our Account Executive organization.● Forecast accuracy, outbound discipline, and deal execution are critical to hitting our next stage of ARR growth.● This role will shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi’s revenue organization.

What You’ll Do:

• 30 Days:
• Deeply understand pipeline health, forecast methodology, ICP segmentation, and current deal velocity.
• Build trust with Mid-Market, Enterprise, and Strategic AEs through hands-on deal coaching.
• Assess 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.
• 60 Days:
• 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 refining sales methodology adoption (MEDDPICC, SPICED, or similar) to increase consistency across deals.
• 90 Days:
• Deliver consistent, reliable forecast rollups to the Head of Sales with clear visibility into risk and upside.
• Improve pipeline hygiene, stage conversion rates, and forecast predictability across segments.
• 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.

Who You Are:

• 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP).
• Proven track record of improving forecast accuracy and consistently delivering against quota in high-growth environments.
• Experience leading AEs selling into mid-market and enterprise accounts with deal sizes ranging from $240K to $1M+ ARR.
• Skilled at coaching complex, multi-stakeholder sales cycles involving developers, technical buyers, and C-level executives.
• Strong command of a recognized sales methodology (MEDDPICC, Challenger, Sandler, Command of the Message, or similar).
• Hands-on operator who thrives in early-stage, fast-moving environments and can build process from scratch.
• Highly analytical with strong pipeline management skills and CRM discipline (Salesforce experience strongly preferred).
• Excellent communicator and people leader who earns trust and leads by example.
• Bonus: Experience in developer tools, API-first, infrastructure, AI, or voice technology companies.

Why Vapi:

• Generational impact: Build human interface for every business.
• Ownership culture: 90% of company is previous founders.
• Kind team: The founders Jordan and Nikhil are Canadians.
• Tier-1 Investors: YC, KP seed, Bessemer series A.

What We Offer:

• Real stake: We offer competitive salary and excellent equity ownership.
• Comprehensive health coverage: medical, dental, and vision plans.
• Team love: We love hanging out and do quarterly offsites.
• Flexible time off: take what you need.
• More: catered meals and transportation, gym & coaching stipends!