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Director of Sales

San Francisco, CA

Who We Are

At Pave, we're building the industry’s leading compensation platform, combining the world's largest real-time compensation dataset with deep expertise in AI and machine learning. Our platform is perfecting the art and science of pay to give 8,500+ companies unparalleled confidence in every compensation decision.

Top tier companies like OpenAI, McDonald’s, Instacart, Atlassian, Synopsys, Stripe, Databricks, and Waymo use Pave, transforming every pay decision into a competitive advantage. $190+ billion in total compensation spend is managed in our workflows, and 58% of Forbes AI 50 use Pave to benchmark compensation.

The future of pay is real-time & predictive, and we’re making it happen right now. We’ve raised $160M in funding from leading investors like Andreessen Horowitz, Index Ventures, Y Combinator, Bessemer Venture Partners, and Craft Ventures.

The Revenue Org @ Pave

The Revenue pillar of Pave includes our Customer Success, Marketing, Partnerships, Revenue Operations, Sales, and Strategy teams. This community drives business growth and ensures every Pave client has an amazing experience.

As the market-facing engine of our compensation intelligence platform, the GTM pillar translates Pave's innovative solutions into tangible value for compensation leaders worldwide. Our customer success team ensures clients maximize ROI from our product suite, while marketing articulates how Pave transforms outdated compensation practices into strategic advantages. The partnerships team expands our ecosystem, integrating Pave seamlessly with HRIS and financial systems.

Revenue operations optimizes our selling motion across company sizes and industries, while our sales team helps compensation leaders understand how data-driven decisions can attract and retain talent. Through strategic planning and execution, this pillar doesn't just acquire customers - it builds a community of forward-thinking compensation professionals who champion pay transparency and equity in their organizations, further solidifying Pave's position as the industry's compensation intelligence leader.

The Sales Team @ Pave

Drives strategic revenue growth by connecting compensation leaders with our platform through consultative selling and deep market expertise. This team of Account Executives specializes in complex, multi-stakeholder enterprise sales cycles, working closely with compensation and leadership teams to solve their most challenging pay equity and benchmarking needs. As a scrappy, results-oriented organization, we balance aggressive growth targets with thoughtful relationship-building to establish Pave as the essential partner for forward-thinking companies ready to revolutionize their compensation strategies.

What You'll Be Doing

  • Drive strategic revenue growth and team performance: Lead and manage a team of Account Executives to achieve a 35-40% increase in overall sales team quota attainment and drive 20-25% year-over-year revenue growth through refined sales processes, territory optimization, and strategic deal coaching
  • Establish sales methodologies and operational excellence: Implement standardized sales frameworks, coaching programs, and onboarding processes that reduce AE ramp time by 30% and improve average deal size by 15-20% through consistent methodology execution and skills development
  • Build predictable revenue operations: Establish accurate sales forecasting with 90%+ precision, reduce sales cycle length by 20%, and implement data-driven performance metrics that provide clear visibility into pipeline health, conversion rates, and individual contributor performance against revenue targets
  • Lead complex strategic deals: Personally manage accounts, providing deal strategy, relationship management, and advanced negotiation support to ensure successful closure of mission-critical revenue
  • Develop and mentor sales talent: Create career development pathways for Account Executives, conduct regular performance reviews, and build a culture of continuous improvement
  • Collaborate with cross-functional teams: Partner with Marketing, Product, Customer Success, Revenue Operations, etc. to optimize lead quality, refine messaging, and ensure seamless customer handoffs that drive long-term success
  • Analyze market trends and competitive positioning: Leverage prospect feedback and market intelligence to help inform product roadmap priorities, competitive battle cards, and go-to-market strategy refinements

What You'll Bring

  • 7-10 years of sales leadership experience with a proven track record of managing enterprise Account Executive teams in fast-growth B2B SaaS environments, preferably within high-growth SaaS or HR-tech environments
  • Demonstrated revenue leadership: History of consistently achieving annual revenue targets through team management, with experience scaling sales organizations from startup through growth stage in competitive markets
  • Sales methodology expertise: Deep knowledge of enterprise sales frameworks, forecasting accuracy, deal qualification, and complex multi-stakeholder sales cycles with 6-12 month timelines
  • People management and development skills: Proven ability to hire, onboard, and develop high-performing Account Executives with measurable improvements in ramp time, quota attainment, and career progression within your teams
  • Data-driven decision making: Experience using CRM systems (Salesforce), sales analytics tools, and performance dashboards to drive strategic decisions, optimize territory planning, and improve conversion rates across the sales funnel
  • Comfortable navigating ambiguity, working autonomously, and driving initiatives forward in a fast-moving environment

Compensation, It's What We Do.

Salary is just one component of Pave's total compensation package for employees. Your total rewards package at Pave will include equity, top-notch medical, dental, and vision coverage, an unlimited PTO policy, and many other region-specific benefits. Your level is based on our assessment of your interview performance and experience, which you can always ask the hiring manager about to understand in more detail. This salary range may include multiple levels. 

Pave's salary range for this position

$160k (Base) + $160k (Variable) = $320k OTE

Life @ Pave 

Since being founded in 2019 Pave has grown globally. We’re based across our HQ in San Francisco’s FiDi neighborhood, Flatiron in NYC and regional hubs in Salt Lake City and the United Kingdom.  We embrace a high-energy, collaborative in-person work environment at these locations, operating on a hybrid schedule that brings teams together in-office on Mondays, Tuesdays, and Fridays. 

Benefits 

At Pave roles, responsibilities, and compensation grow as you do, reflecting our commitment to your professional development.

  • Comprehensive Medical, Dental and vision coverage for you and your family, with plenty of options to suit your needs 
  • Flexible PTO and the ability to work from anywhere in the world for a month 
  • Lunch & dinner stipends as well as fully stocked kitchens to fuel you
  • Quarterly education stipend to continuously grow
  • Robust parental leave to bond with your new family
  • A commuter stipend to help you collaborate in person 

Vision 

Our vision is to unlock a labor market built on trust.

Mission 

Our team's mission is to build confidence in every compensation decision.

Are you ready to help our clients make smarter, more effective compensation decisions?

 

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