Director of Sales

Panoptyc•Char-Nor Manor, MD

2d•$130,000 - $180,000•Remote

About The Position

Panoptyc is the AI platform that helps 20,000+ retail stores detect and deter theft in real time. Our vision is to make loss prevention intelligent, proactive, and profitable. We're rapidly expanding from our core market of corporate food service into grocery, c-stores, and broader retail verticals. The Opportunity: Help us scale from where we are today to $300M ARR over the next 5 years. This could be the defining achievement of your career. We're title-flexible and care more about fit than labels. We'd love a Director of Sales from a best-in-class company, or a VP ready to roll up their sleeves. What matters: you're the best sales leader your former colleagues have ever worked with. This is a player-coach role for someone who can close enterprise and mid-market deals themselves while building and leading a high-performing team. You'll own Panoptyc's core revenue engine—from strategy to execution—across our AI software + hardware product line through direct and channel sales. You'll work closely with the Founder and C-Suite to: Strengthen distribution partnerships with national and strategic accounts Build repeatable, data-driven sales processes in an environment that's sometimes ambiguous and still building infrastructure Lead, coach, and hire a team of full-cycle sales reps, account managers, and SDRs Own and close key deals yourself—you're in the trenches with your team Expand into adjacent retail verticals (grocery, c-stores, apparel, dining) Drive customer success and expansion—we've landed accounts and need to grow them

Requirements

8+ years in SaaS/technology sales, with experience leading teams (ideally 10-20+ people)
Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growth
Significant experience closing 6 and 7-figure ARR deals in enterprise and mid-market segments
Player-coach mentality — you can sell and lead simultaneously
Creative deal-maker — you unblock stuck deals and move the unmovable through creative problem-solving and relentless follow-through
Travel ready — minimum 3x per month to close deals, support the team, and build relationships
Immediate availability — we need you there tomorrow (flexible on contract-to-hire to start)
You're hungry, obsessed, and on a steep growth trajectory.
Motivational and charismatic — people want to run through walls for you (likely a high D/I on DISC)
Opinionated about customer success — you know retention and expansion are where real revenue is built
Competitive and driven — you work hard, including occasional Saturdays when deals demand it
A believer in equity — you understand startup upside and want meaningful ownership in a rocket ship

Nice To Haves

Experience selling into retail, foodservice, or distribution channels
Track record of creating or taking a customer success motion to the next level
"Best sales person” I've ever worked with" references
EOS

Responsibilities

Own Panoptyc's top-line core revenue targets and build a scalable GTM strategy across enterprise and mid-market segments
Develop and manage KPIs across pipeline generation, conversion, expansion, and retention
Lead forecasting, sales planning, and territory strategy across channels and verticals
Implement proven sales methodologies and coaching frameworks (Sandler, MEDDIC, etc.)
Navigate and improve processes in an environment that's sometimes ambiguous—you build structure where needed
Recruit, train, and manage a team of AEs, SDRs, and Account Managers
Foster a performance culture rooted in accountability, urgency, and collaboration
Be the motivational force that elevates average performers to great ones
Partner with Marketing and RevOps to optimize lead flow, enablement, and analytics
Close high-value enterprise deals yourself (6-7 figure ARR)
Build and maintain executive relationships with top accounts and distributors
Creatively unblock complex, multi-stakeholder deal cycles
Move deals that others consider dead—you find the path forward
Collaborate with Product, Engineering and Customer Success on feedback loops and customer-driven innovation
Drive expansion revenue and net retention in existing accounts
Build customer success strategies that turn customers into advocates and reference accounts
Ensure seamless handoffs from sales to success and back to sales for upsells
Refine Panoptyc's CRM and reporting infrastructure for pipeline visibility and forecast accuracy
Partner with RevOps/BI to maintain pipeline hygiene and data integrity
Establish incentive structures that reward growth, retention, and team performance
Build repeatable systems while maintaining the speed and agility of a startup