Director of Mid-Market Sales

Vapi•San Francisco, CA

3d•$350,000 - $400,000

About The Position

Voice AI that resolves, not transfers. Most phone systems trap callers in menus and scripts. Vapi is the platform for deploying voice agents that know your business and can listen, adapt, and resolve in minutes. The numbers: 1 billion calls. 1 million developers. 10x enterprise ARR growth The customers: Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands more, from YC startups to the Fortune 500 The news: a $50M Series B led by Peak XV Partners, with Bessemer Venture Partners, Kleiner Perkins, M12 (Microsoft's Venture Fund), Y Combinator, and our earlier backers. Total raised: $72M Why We're Hiring This Role As we scale our go-to-market engine, we need a frontline leader who brings rigor, predictability, and execution to our Mid-Market Account Executive organization. Forecast accuracy, outbound discipline, and deal velocity are critical to hitting our next stage of ARR growth. This is a high-impact role: you'll shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi's revenue organization. What You'll Do First 30 Days Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity Build trust with Mid-Market AEs through hands-on deal coaching and field presence Assess the current forecasting process and identify gaps in accuracy, inspection, and accountability Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression 60 Days Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time Reinforce outbound discipline within the AE team to ensure consistent self-sourced pipeline generation Begin driving sales methodology adoption (MEDDPICC) to increase consistency across deals 90 Days Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor

Requirements

7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP)
Proven forecast accuracy: consistent track record of calling your number and delivering against quota in high-growth environments
Mid-Market expertise: experience leading AEs 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
Methodology fluency: strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework
Builder mentality: hands-on operator who thrives in early-stage environments and can create process from scratch
Analytically driven: strong pipeline management skills and CRM discipline — Salesforce experience strongly preferred
People leader: excellent communicator who earns trust, leads by example, and brings out the best in their team

Nice To Haves

Background in developer tools, API-first products, infrastructure, AI, or voice technology.

Responsibilities

Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity
Build trust with Mid-Market AEs through hands-on deal coaching and field presence
Assess the current forecasting process and identify gaps in accuracy, inspection, and accountability
Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression
Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards
Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time
Reinforce outbound discipline within the AE team to ensure consistent self-sourced pipeline generation
Begin driving sales methodology adoption (MEDDPICC) to increase consistency across deals
Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside
Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability
Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks
Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor