V
vapivia Ashby
Director of Sales
San Francisco$175K - $200K/yrPosted 3mo ago
OtherExecutiveFull-time#ai-lab
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About the Role
VAPI (/ˈVⱭːPI/):
- We’re creating the shift to voice as humanity’s default interface
- We’re the most configurable platform for deploying voice agents
- We’ve grown to over 600k developers in two years, adding 2,000+ every day
- Try talking to Vapi now! https://vapi.ai/
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 the human interface for every business
- Ownership culture: 70% of the company are 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 a competitive salary and excellent equity ownership
- Comprehensive health coverage: medical, dental, and vision plans
- Team love: We love hanging out, and we do quarterly off-sites
- Flexible time off: take what you need
- More: catered meals, transportation, gym, and a $10k annual L&D budget
- We’re creating the shift to voice as humanity’s default interface
- We’re the most configurable platform for deploying voice agents
- We’ve grown to over 600k developers in two years, adding 2,000+ every day
- Try talking to Vapi now! https://vapi.ai/
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 the human interface for every business
- Ownership culture: 70% of the company are 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 a competitive salary and excellent equity ownership
- Comprehensive health coverage: medical, dental, and vision plans
- Team love: We love hanging out, and we do quarterly off-sites
- Flexible time off: take what you need
- More: catered meals, transportation, gym, and a $10k annual L&D budget
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