Director of Sales

Our client is an early-stage AI company modernizing commercial-insurance workflows across documents, policies, applications, and claims. Backed by Lightspeed, General Catalyst, and Valor, the company has raised $5M, crossed $500K in annual recurring revenue, and is on pace to exceed $1M while building a small team in San Francisco.

You will own and scale the revenue engine as a true player-coach. You will carry a personal quota, manage and elevate a growing team of Account Executives and SDRs, and partner directly with the founders to build the go-to-market playbook for a complex, integration-heavy AI product. You will build the sales motion and ICP, run pipeline reviews, coach deals, close strategic mid-market and enterprise accounts, lead product demos and technical sales cycles, own forecasting and CRM rigor, and hire and develop the commercial team.

Requirements

8+ years of B2B SaaS sales experience in quota-carrying closing roles, plus at least one to two years of management experience. Current or very recent personal quota ownership and a proven record of closing complex deals. Experience as an early sales hire at a Seed-to-Series-C startup, with evidence of building a go-to-market motion rather than only inheriting one.

Experience in a structured enterprise-sales environment. Success selling complex, integration-heavy SaaS through product demonstrations and technical sales cycles. Insurance, insurtech, vertical SaaS, or AI workflow-automation experience is especially valuable. Stable recent tenure and a player-coach mindset.

Benefits

$170K-$220K base salary and $280K-$380K on-target earnings, plus competitive equity. Hybrid with approximately four days per week in the San Francisco office. This role cannot provide visa sponsorship or transfers; candidates must already have unrestricted US work authorization.