Director of Sales

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!

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