Director, Demand Sales

Paraform • San Francisco, CA

58d • Onsite

About The Position

Paraform is seeking a Director to lead new business initiatives, including shaping the team, sales motion, and organizational structure. The role involves managing a team of account executives selling to fast-growing startups and building a second line of management. The Director will report to the Head of Demand Sales and be a key member of the Demand leadership team. This position offers the opportunity to design the demand organization's structure, including segmentation, vertical coverage, and upmarket strategy, and to rebuild the outbound sales motion from the ground up, focusing on network-led strategies rather than traditional cold outreach.

Requirements

• 7-10 years in sales with 4+ years of leadership experience and visible progression (e.g., Manager → Senior Manager → Director).
• Experience managing managers, or clear readiness to do so.
• Proven experience in network-led outbound sales, including building pipeline from VC networks, founder communities, dinners, and conferences.
• Experience building a sales playbook from scratch, running it, and scaling it beyond personal involvement.
• Strong analytical instincts, with the ability to interpret data, validate findings, and design interventions.
• Genuine curiosity about the marketplace model and a willingness to ask sharp questions.
• A non-linear background, such as founder experience, athletic/academic achievements, ex-finance operations, or a history of choosing unusual businesses.

Nice To Haves

• Experience with multi-product platforms or fintech selling to startups (e.g., Rippling, Ramp, Brex, Mercury, Vanta).
• Prior experience in investment banking or consulting before entering startup sales.

Responsibilities

• Own new business end to end, including pipeline generation, deal execution, and attainment for the AE team, focusing on seed through Series B founders.
• Carry the sales number and forecast.
• Design the demand organization's structure, including segmentation, verticalization, headcount planning, and upmarket coverage strategy.
• Build the second line of management by promoting from within and hiring externally, aiming for at least one manager reporting to you within two to three quarters.
• Install a social-selling motion by building a repeatable system for VC referrals, dinner programs, and conference presence.
• Develop and execute the strategy for moving upmarket from SMB and seed/Series A into larger accounts, potentially adjusting account ownership windows and revenue sharing models.
• Partner with marketing and engagement management on liquidity, and with product on go-to-market strategies for new products.

Benefits

• Opportunity to build the demand organization from the ground up.
• A clear path to second-line management and beyond, with the VP seat above this role being open.
• Involvement in shaping go-to-market strategies for new products within six months.
• The chance to define and execute the upmarket sales strategy.
• Opportunity to sell to prominent tech companies.
• San Francisco (in office) location.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed