Director, Sales Washington DC

About the Opportunity Churn. Zero is looking for a high-impact Sales Director to join our GTM leadership team during a pivotal phase of strategic transformation. As the recognized leader in Customer Success software, we help SaaS companies drive customer-led growth�retention, expansion, and efficiency�at scale. Our next chapter is defined by AI-powered product innovation, segment-specific sales motions, and a bold vision to modernize how customer platforms are sold.

We�re now building the team that will take us from established category leader to breakout growth engine�and this role is central to that mission. This is a rare opportunity for a builder: someone who thrives on developing people, driving outbound discipline, and leading go-to-market teams through inflection points. You�ll inherit a team of AEs and be tasked with scaling performance through structure, rigor, and world-class coaching.

Job Title: Director, Sales Classification: Exempt Reports to: Chief Sales Officer Location: Hybrid-Washington DC, US-based Target OTE: OTE range of $200,000 to $250,000. What You�ll Own Full leadership of a high-potential Commercial AE team, currently 8 AE's responsible for SMB and Mid-Market Sales Build and instill a proactive pipeline culture, transforming how we prospect, engage, and convert across the funnel Own the team�s forecast accuracy, outbound execution, and quota attainment through a disciplined sales operating rhythm Coach with purpose: elevate rep performance in discovery, multithreading, competitive selling, and closing Partner cross-functionally with Rev.

Ops, Enablement, Marketing, and Product to align strategy and execution Recruit and onboard new talent as the team scales, with a sharp eye for potential and culture fit What You�ll Bring 5+ years of SaaS sales experience, including at least 2 years leading Account Executives in high-growth environments Proven track record of delivering results by building accountable, outbound-driven sales teams Deep coaching capability�able to diagnose where reps are stuck and develop winning behaviors Operational command: CRM hygiene, forecast discipline, coverage modeling, and pipeline velocity Hands-on experience with modern GTM toolsets: CRM, conversational intelligence, prospecting automation, and coaching platforms Comfort navigating change�whether evolving a team, segmenting markets, or building new motions A leadership presence rooted in urgency, clarity, team development, and performance Why Now Strategic Transformation: We�re redesigning our go-to-market model around market segmentation, pipeline ownership, and modern sales rigor AI-Led Innovation: Our roadmap is rich with intelligent automation and embedded AI agents that will redefine efficiency and impact for our customers Customer Success Category Leadership: Churn.

Zero is widely recognized as the gold standard in Customer Success platforms�we�re now scaling to dominate Leadership Autonomy & Visibility: You�ll work directly with the CSO and executive leadership to shape strategy and outcomes Real Impact: You won�t just inherit a team�you�ll shape what high performance looks like for years to come Preferred Experience Selling into post-sale, Customer Success, or SaaS operations functions Building outbound-led AE teams from historically inbound models Familiarity with Sandler, MEDDPICC, or other structured sales methodologies A strong POV on coaching, structure, and scale in B2B sales