Director of Sales

Goodie AI•New York City, NY

46d•Hybrid

About The Position

Goodie helps leading brands win AI search. As billions of people use ChatGPT, Perplexity, Gemini, and other AI systems to discover products and make buying decisions, brands need a way to understand and influence how they’re represented. Goodie gives teams a full AI control plane: real-time visibility into how AI models speak about their brand and products, how competitors show up, and an optimization engine to improve visibility and performance. This category didn’t exist two years ago – we were early, and we’re defining it. We’re backed by strong investors, trusted by category-leading customers, and scaling fast. We’re hiring curious, ambitious builders to help shape the future of AI search. This is not a role where you execute someone else's strategy. It's the role where you build the strategy, write the playbook, carry the number, and grow the team. A player-coach by instinct, you want to close deals yourself and coach others to do the same. You don't wait for the process to be handed to you, you build it from what's wrong in the field and refine it until it scales. Seeing around corners is second nature: Identifying the path forward without being told, and holding yourself to a higher standard than anyone else would. Reporting directly to the CEO, you'll carry your own quota and manage a small but hungry team working a mix of inbound and outbound.

Requirements

5+ years of enterprise or mid-market B2B SaaS sales, with a consistent track record of hitting or exceeding quota.
Experience in a player-coach or sales management capacity.
Direct experience in a player-coach or sales management capacity.
Startup instincts: you've operated in an environment without a fully built playbook and you've built one rather than waiting for it.
Proven ability to manage both inbound pipeline and build outbound motions, ideally at the same company.
Executive presence and communication skills: you can run a credible discovery call with a VP, build consensus with multiple stakeholders, and close with a C-suite decision maker.
Hands-on fluency with modern sales tools (HubSpot, Outreach, Apollo, Clay, or equivalents).

Nice To Haves

Background in martech, SEO platforms, digital marketing technology, or AI-native SaaS products.
Experience at a company transitioning from founder-led to team-led sales, where you helped make that transition.
Existing relationships with enterprise or mid-market brand and digital marketing leaders.
Familiarity with AEO, GEO, or AI search as a category; you don't need to be an expert, but you're genuinely curious about what we're building.
Experience hiring, onboarding and ramping AEs from scratch.

Responsibilities

Own Revenue: Carry a personal sales quota and close enterprise and mid-market deals with brand, marketing, and digital teams at some of the worlds largest companies.
Run full-cycle sales: discovery, demos, business cases, negotiation, and contracting on your own book of business.
Own inbound conversion and build on Goodie's outbound motion, targeting CMOs, VP's of Marketing, VPs of SEO and digital marketing leaders.
Build and Coach the Team: Set performance expectations, coach pipeline execution and hold reps to consistent standards.
Define the ideal AE hiring profile and build the onboarding program that will scale beyond your first hires.
Define the Sales Playbook: Refine Goodie's sales playbook: ICP definition, buyer personas, discovery frameworks, competitive handling, and deal strategy.
Develop ROI narratives and business case frameworks that translate Goodie's platform into quantifiable outcomes for enterprise marketing teams.
Identify what's working in the market and turn it into repeatable process before scaling.
Drive GRM Strategy: Own the revenue strategy with full accountability for direction. This role is for someone who generates strategy, not someone who waits for it.
Partner directly with the CEO and the rest of the leadership team on GTM alignment, campaign feedback, and pipeline planning.
Feed product, marketing, and leadership with intelligence from the field: Objections, competitor signals, unmet buyer needs, and category narratives.