Director of Mid-Market Sales

Vapi
San Francisco
Workplace: HybridFull timeUSD 350,000 - 400,000 annuallyFunction: SalesExperience: 7+ yearsSkills: ["Leadership","Communication","Analytical thinking","Coaching","Accountability"]

Director-level leader responsible for guiding the Mid-Market Sales team, driving forecast accuracy, pipeline health, and deal velocity to accelerate ARR growth. Will shape selling culture, operational cadence, and performance standards across AEs, with emphasis on MEDDPICC-driven governance and cross-functional collaboration.

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FursaFursa
Vapi
Vapi
2 months ago

Director of Mid-Market Sales

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Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live

Job Summary

Director-level leader responsible for guiding the Mid-Market Sales team, driving forecast accuracy, pipeline health, and deal velocity to accelerate ARR growth. Will shape selling culture, operational cadence, and performance standards across AEs, with emphasis on MEDDPICC-driven governance and cross-functional collaboration.
Location: San Francisco
Workplace: Hybrid
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Guide the Mid-Market AE organization to forecast-accurate pipeline and high-velocity deals.
  • •Lead deal coaching and field presence to build trust and improve win rates.
  • •Align cross-functionally with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression.
  • •Establish and enforce a rigorous forecasting cadence with clear criteria and commitments.
  • •Drive adoption of MEDDPICC and structured sales processes to improve predictability and hiring benchmarks.

Pay and Benefits

Salary: USD 350,000 - 400,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceEquityPaid LeaveLearning BudgetCommuter BenefitsGym Membership

Key Requirements

  • •7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP)
  • •Proven forecast accuracy: track record of meeting/quota in high-growth environments
  • •Mid-Market expertise: experience selling into mid-market accounts with deal sizes in the $240K–$1M+ ARR range
  • •Complex deal coach: skilled at guiding multi-stakeholder sales cycles involving developers, technical buyers, and C-suite executives
  • •CRM discipline; Salesforce experience strongly preferred
Experience:7+ yearsSaaSB2BMid-marketEnterprise software
Skills:LeadershipCommunicationAnalytical thinkingCoachingAccountability
Languages:English
Tech Stack:SalesforceMEDDPICCChallengerSandlerCommand of the MessageCRM

Company Brief

Vapi
Provides AI-powered tools that help developers build, test, and document APIs using natural language and automation, simplifying integration and accelerating API development while offering SDK generation, mock servers, and team collaboration features.
Industry: Developer Tools
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