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Director of Sales

United States

 

Director of Sales

Our client is a fast-growing, venture-backed company transforming how tour and activity operators manage bookings, payments, and guest experiences. They believe work should be meaningful, fast-paced, and a little bit adventurous. With a fully remote team powering the experiences industry, they’re helping operators grow their businesses with tools that actually work.

This is a small, scrappy team that values progress over perfection, action over ego, and results over buzzwords. No fluff. No layers of hierarchy. Just real work with real impact.

Our client is seeking a Director of Sales to drive the success of their go-to-market efforts. You’ll report directly to the Founder & CEO and own the strategy, team building, and execution needed to scale a high-performing sales organization. This is a foundational leadership role at a pivotal stage of growth.

You'll lead the sales team day-to-day, help shape GTM strategy, and serve as a player-coach who can drive results hands-on. You'll also help define how the team leverages AI-driven insights, automation, and personalization to improve prospecting, forecasting, and customer engagement.

What You’ll Do

  • Lead the sales organization day-to-day, ensuring strong performance, accurate forecasting, healthy pipeline, and scalable processes

  • Build and manage a high-performing Account Executive team - setting expectations, coaching, and holding reps accountable to quota

  • Serve as a player-coach - refining messaging, jumping into complex deals, and helping the team close business

  • Design and implement repeatable sales processes, playbooks, and reporting systems

  • Drive pipeline generation and territory strategy - establish outbound programs and ensure full-funnel coverage

  • Partner with Marketing, Product, and Customer Success to align messaging, lead flow, and overall customer experience

  • Deliver accurate, data-driven pipeline insights and forecasts to company leadership and the board

  • Develop fluency in the tours and activities space and translate customer insights into actionable product and strategy feedback

What You Bring

  • 5+ years of progressive B2B SaaS sales experience with a proven record of top performance

  • Experience closing complex, high-value mid-market or enterprise deals

  • Proven ability to forecast accurately and manage disciplined pipelines

  • Hands-on leadership style with strong execution and people development skills

  • History of hiring, coaching, and scaling sales teams to exceed goals

  • Strong communication and executive presence with ability to influence cross-functionally

  • Familiarity with AI-powered sales tools (conversational intelligence, forecasting models, automation, personalization)

  • Comfort building processes from scratch and operating in a high-growth, fast-changing environment

  • Industry experience in tours and activities, travel tech, or hospitality preferred

  • Background in fintech or payments (transaction or booking-based revenue models) a plus

  • HubSpot CRM experience preferred

What Makes You a Great Fit

  • Grab a shovel - You’re hands-on and proactive. When something needs doing, you jump in.

  • We win together - You value collaboration and shared success over individual credit.

  • Push further - You thrive on growth, seek out challenges, and continuously raise the bar.

  • Think like an operator - You build practical solutions that improve the customer experience.

  • Driven by results - You are motivated by hitting and exceeding goals.

  • A coach at heart - You build teams, develop people, and give clear, actionable feedback.

  • Strategically minded - You think beyond the quarter and build systems that scale.

  • Hands-on and pragmatic - You model the behavior you expect and stay close to the field.

  • Data-informed - You use insights to drive performance, strategy, and continuous improvement.

  • Customer-obsessed - You listen, learn, and always connect solutions to real operator needs.

  • Adaptable and entrepreneurial - You thrive in ambiguity and love building things from the ground up.

Why Join This Client

  • Fully remote - Work where and how you’re most productive

  • Top-tier health benefits - 100% medical premium coverage plus dental and vision plans

  • 401(k) match - Full 3% employer match

  • Equity - All employees are owners

  • Generous PTO - Take the time you need to recharge

  • Great people - Join a low-ego team that values impact and collaboration

  • Values-driven culture - Built on initiative, ownership, and delivering value to customers

 

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