Director of Sales

Our Head of Sales will play a critical role in accelerating Wistia's revenue growth. You will build and manage a top-notch sales team, strengthen our inbound sales motion, stand up a brand-new outbound sales strategy, help us gain ground in the mid-market, and turn our comparatively new webinar product into a commercial success story. Working alongside Growth, Marketing, and Commercial Leadership, you'll sharpen our acquisition strategy and dial in the relationship between self-serve and sales ensuring the two motions compound rather than compete. You'll also collaborate with GTM leaders to deliver a seamless customer experience and become a leading voice of the customer, shaping what we build.

Responsibilities

Lead and grow a team of Account Executives and BDRs selling into small and mid-market companies, coaching performance and holding a high bar; Develop and execute sales strategies aligned with company revenue targets and growth objectives; Strengthen our existing sales funnel through coaching, sharper playbooks, and operational rigor across the full sales cycle, with a particular focus on discovery and value-based selling; Evaluate sales performance and diagnose where the biggest opportunities / challenges are; Build a brand-new outbound sales strategy from the ground up: define who we target, build the playbook, and develop the team's outbound skills; Partner with Marketing and our Commercial Leadership Team to sharpen our acquisition strategy, including lead sources, target segments, and messaging; Bring AI into the sales motion in ways that make the team more effective and more efficient, from prospect research to personalized outreach

Requirements

A proven B2B SaaS sales leader with a track record of selling to mid-market companies through both inbound and outbound motions; A strong coach and manager who has not just led a high-performing team, but has measurably improved one, through coaching, performance management, and the systems that make results repeatable; Deep fluency in value-based, strategic selling methodologies (think SPIN, Sandler, Challenger, MEDDICC), with a track record of instilling those approaches in a team; A customer-centric leader who genuinely understands buyers' needs and buying processes, and builds that mindset into the team's culture

Nice to have

Experience selling MarTech or a broader GTM tech stack; Experience building an outbound motion from scratch; Eastern Time

Benefits

Employee stock options; 401k with 3% company contribution (Roth 401k available); Fully paid healthcare, dental, and vision insurance premiums (family plans included); Pre-tax FSA and Dependent Care Account; 16 weeks of paid parental leave; Flexible Time Off; Annual professional development stipend; New hire bonus to enhance your home office setup; Pet insurance discount