Director of Sales

Dashlane•New York, NY

4d•Hybrid

About The Position

Dashlane is searching for an exceptional Director of Sales to lead our B2B Account Executive team in New York. You will build, inspire, and scale a high-performance sales team while driving significant revenue growth by focusing on primarily selling into Dashlane’s ICP of 1,000+ employee prospect and client accounts. This is not a role that requires managing through process alone; you will instill a culture of rigor, accountability, and continuous learning while fostering the innovation and teamwork that define Dashlane. You will also be integral to ensuring cross functional alignment with marketing, product, customer success, amongst other teams. Beyond traditional sales leadership, you will pioneer how our sales organization leverages AI to research prospects and clients, compress sales cycles, improve deal quality, and accelerate team development. You will use data and intelligence to make decisions faster, coach smarter, and hire talent that accelerates our growth. This role sits at the intersection of operational excellence and transformational leadership.

Requirements

Sales team leadership & culture
Build, develop, and scale a high-performing team of Account Executives
Hire exceptional talent
Create a culture of coaching and continuous improvement
Guide Account Executives through complex, multi-stakeholder sales cycles (CISO, CIO, procurement, legal)
Foster a 'learn from failures' environment
Hold the team accountable for pipeline build, deal efficacy, and quota attainment while maintaining psychological safety
Own net new ARR, inclusive of both expansion and new logo growth for your sales organization
Establish and operationalize a repeatable sales process
Develop expertise in cybersecurity, identity, and password management landscapes
Collaborate closely with Sales Development, Sales Engineering, Customer Success, and Marketing
Work with Channel Partners to expand go-to-market
Own and deliver quarterly and annual revenue targets
Forecast accurately and manage pipeline health across segments
Actively embed AI into your sales operations
Challenge your team to leverage AI tools (ChatGPT, industry-specific platforms, predictive analytics)
Use data and AI insights to coach smarter
Experiment ruthlessly with AI across hiring, forecasting, and customer targeting
Reduce sales cycle length by 15–25% in year one by embedding AI-informed strategies into prospecting, qualification, and deal acceleration.

Nice To Haves

Actively use AI tools to drive efficiency, creativity, and impact in their work.

Responsibilities

Build, develop, and scale a high-performing team of Account Executives, translating company vision into individual excellence and collective momentum.
Hire exceptional talent, identifying people who combine technical acumen with adaptability, ambition with humility, and individual drive with team-first mindset. Use predictive hiring, skills assessments, and rigorous interviewing to raise talent density.
Create a culture of coaching and continuous improvement: model vulnerability, demand rigor in feedback, and celebrate growth as much as wins. Coach reps through call reviews, role plays, and real-time guidance, and participate on client meetings when required.
Guide Account Executives through complex, multi-stakeholder sales cycles (CISO, CIO, procurement, legal)
Foster a 'learn from failures' environment where reps and the team experiment boldly, iterate quickly, and extract lessons that compound over time.
Hold the team accountable for pipeline build, deal efficacy, and quota attainment while maintaining psychological safety. Drive urgency and execution without burning people out.
Own net new ARR, inclusive of both expansion and new logo growth for your sales organization. Set aggressive but achievable targets, ensure consistent quarter-to-quarter progress, and drive pipeline discipline from day one.
Establish and operationalize a repeatable sales process: define handoffs, qualify rigorously, forecast with confidence, and execute with precision. Use CRM and sales tools (Salesforce, Gong, ZoomInfo, Rattle) to create visibility and accountability.
Develop expertise in cybersecurity, identity, and password management landscapes — understand our buyers, competitive positioning, and market dynamics deeply.
Collaborate closely with Sales Development, Sales Engineering, Customer Success, and Marketing to align strategy, eliminate friction, and maximize conversion at every stage of the funnel.
Work with Channel Partners to expand go-to-market and unlock new customer acquisition vectors.
Own and deliver quarterly and annual revenue targets
Forecast accurately and manage pipeline health across segments
Actively embed AI into your sales operations: use AI to qualify leads faster, identify deal risk signals early, auto-summarize conversations for coaching, and surface patterns that improve win rates.
Challenge your team to leverage AI tools (ChatGPT, industry-specific platforms, predictive analytics) to accelerate research, generate personalized outreach, and focus high-touch selling on closing, not admin.
Use data and AI insights to coach smarter: analyze Gong call recordings with AI assistance to identify coaching moments, uncover team strengths/gaps, and accelerate rep development.
Experiment ruthlessly with AI across hiring, forecasting, and customer targeting. Model this innovation mindset for your team and share learnings across the org.
Reduce sales cycle length by 15–25% in year one by embedding AI-informed strategies into prospecting, qualification, and deal acceleration.

Benefits

Equal Parental leave - regardless of gender, up to 20 weeks fully paid leave to take care of their new baby, within the first year of birth or adoption
Mental health services through Spring Health and well-being days
Mentorship program - select your mentor from our internal pool and continue your learning path!
Comprehensive health coverage, including dependents
Unlimited PTO
Betterment 401(k) retirement plan
Paid holidays and sick leave
Donation matching program - give back to the community and support actions that lead to positive social impact under the historically marginalized communities. Every donation will be matched by Dashlane, up to $500 per year
Weekly lunch in the office and monthly happy hour
Team buildings & seasonal social events and many more