Director of Sales

Opendoor•Miami, FL

12d•Onsite

About The Position

At Opendoor, we’re rebuilding how people buy and sell homes, with more certainty, more choice, and less friction in the most important financial decision of their lives. Opendoor 2.0 is about focus, execution, and delivering real value for homeowners and those striving to become homeowners. Sales is central to that mission. About the Role We’re looking for a Sales Director to lead the next chapter of our go-to-market evolution. Lead and transform a high-performance acquisition team by blending sales expertise with AI-powered operations. You'll drive pipeline growth, conversion improvement, and exceptional customer experience through data-driven strategy, intelligent automation, and hands-on coaching. This role requires a unique combination: the analytical rigor to diagnose complex performance problems to drive business outcomes, the technical fluency to build AI-powered solutions for you and your sales team, and the coaching acumen to develop your team into world class sales reps. You'll lead a team of Home Sales Advisors while simultaneously redesigning how we route leads, analyze performance, and scale winning behaviors - leveraging AI tools to accelerate execution and unlock insights impossible to surface manually. We're looking for someone who can toggle seamlessly between strategic thinking and tactical execution: diagnosing conversion funnel issues in the morning, prototyping an AI-powered lead router by afternoon, and delivering coaching feedback that evening.

Requirements

8–10+ years in sales or revenue operations, including 3–5+ years leading managers and/or larger IC teams; proven track record of meeting and exceeding targets in high-velocity inbound/outbound environments.
Deep expertise in conversion optimization: demonstrated ability to diagnose funnel leakage, identify systemic vs. individual performance issues, and implement changes that materially improve lead-to-close rates.
Mastery of sales KPIs and analytics: comfortable running business reviews, building dashboards, interpreting propensity models, and coaching from the numbers.
Hands-on experience with AI tools (e.g., Claude, ChatGPT, Cursor, or similar) to accelerate analysis, build prototypes, and automate workflows - not just familiarity, but actual implementation.
Ability to build functional prototypes: you can go from concept to working demo (lead routing logic, call analysis tools, coaching feedback generators) without waiting for engineering resources.
Comfort with data manipulation and basic scripting: experience with Excel/Google Sheets advanced formulas, SQL basics, or similar analytical tools to extract insights from messy data.
Track record of leveraging AI for operational improvement: examples might include automated transcript analysis, intelligent lead routing, personalized coaching feedback, or similar applications.
Pattern recognition in qualitative data: ability to analyze call transcripts, customer feedback, and rep performance to identify coaching opportunities and systemic process gaps.
Ruthless prioritization: can distinguish high-leverage changes from noise and articulate clear trade-offs when resources are constrained.
Systems thinking: understands how lead routing, rep development, compensation design, and technology stack work together as an interconnected system.
Exceptional coaching and feedback delivery: can identify specific behavioral patterns, deliver direct but supportive feedback, and tailor development approaches to individual learning styles.
Executive communication: able to distill complex analyses into clear, actionable recommendations for senior leadership.
Cross-functional influence: proven ability to partner with Marketing, Product, Ops, and Data Science to drive change without direct authority.
Builder mentality: thrives in ambiguity, willing to roll up sleeves and build solutions rather than just describing what should be built.
Program/project management skills: can sequence initiatives, manage dependencies, and drive adoption across resistant or change-fatigued teams.
Speed and adaptability: comfortable in fast-paced, evolving environments with shifting priorities.

Responsibilities

Team Leadership & Development Inspire and develop your team to act with urgency, hold themselves accountable, and execute with excellence in service of customers.
Build and implement AI-assisted coaching programs: use transcript analysis, performance pattern detection, and personalized feedback generation to accelerate rep development.
Design and deliver targeted coaching: identify specific skill gaps (objection handling, urgency creation, empathy) and create tailored development plans for each rep.
Hire and performance-manage: build a multi-layer team, develop future leaders, and make difficult personnel decisions when needed.
Performance & Analytics Own team KPIs (contacts, conversion rate, speed-to-lead, withdrawal rate, CSAT/NPS) and establish daily/weekly/monthly inspection mechanisms.
Diagnose conversion funnel issues with precision: move beyond surface-level metrics to identify exactly where and why deals are lost, using both quantitative data and qualitative analysis.
Build predictive models and decision tools: leverage AI to create intelligent lead routing logic, identify at-risk deals, and surface coaching priorities automatically.
Monitor leading indicators: implement early-warning systems for performance degradation (e.g., first-contact speed slippage, objection handling quality decline).
AI-Powered Operations Build and deploy AI tools to improve team effectiveness: lead routing algorithms, call analysis systems, automated feedback generators, or other high-leverage applications.
Automate insight generation: create systems that surface patterns in call transcripts, customer feedback, and performance data without manual review.
Continuously iterate: treat AI tools as products—gather user feedback from reps, measure impact, and improve over time.
Scale winning behaviors: use AI to codify and distribute best practices from top performers across the entire team.
Cross-Functional Partnership Partner with Marketing, Product, Ops, and Pricing/Finance to refine playbooks, launch pilots, and scale proven motions.
Serve as voice of the sales team: translate frontline insights into product requirements, marketing message improvements, and pricing strategy refinements.
Drive process improvement: identify operational seams that negatively impact customer experience and mobilize cross-functional resources to solve them.
Manage escalations: serve as first point of contact for customer issues, diving into the weeds to remove blockers and communicate appropriately.
Strategic Execution Design and implement high-leverage changes: intelligent lead routing, rep specialization models, compensation redesigns, or tech stack improvements—with clear rationale for prioritization.
Sequence initiatives thoughtfully: understand dependencies, manage change fatigue, and drive adoption through the organization.
Balance customer experience and profitability: make decisions that optimize for both long-term relationship value and near-term conversion efficiency.
Document and share learnings: create playbooks, case studies, and best practices that enable other teams to replicate success.