Endor Labs

Sales Director

Endor Labs

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence.
  • Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals.
  • Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs.
  • Develop and retain talent through structured onboarding, coaching, and clear growth plans.
  • Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting.
  • Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion.
  • Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates.
  • Coach reps to translate technical capabilities into clear business outcomes for executive buyers.
  • Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health.
  • Identify and address performance gaps early while balancing short-term execution with long-term growth.
  • Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching.
  • Partner with RevOps to improve reporting, insights, and territory planning.
  • Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution.
  • Contribute to building scalable sales processes, playbooks, and external market presence.

Requirements

  • 5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams
  • Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers
  • Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams
  • Consistent record of meeting or exceeding team quota over multiple years
  • Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification
  • Experience selling complex, technical products to technical and business buyers simultaneously
  • Strong ability to interpret and act on sales data; comfortable working alongside RevOps to use analytics in day-to-day management
  • Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing
  • Thrives in fast-paced, high-growth environments with evolving priorities
Benefits
  • Health insurance
  • 401(k) matching
  • Flexible work hours
  • Paid time off
  • Remote work options
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B salesquota managementvalue-based sellingMEDDICMEDDPICCsales analyticspipeline managementrecruitingcoachingterritory planning
Soft Skills
leadershipteam developmentstrategic prospectingcommunicationinfluencingadaptabilityproblem-solvingperformance managementcollaborationexecution