Director, Sales

Reducto • San Francisco, CA

9d • Onsite

About The Position

Reducto helps AI teams ingest real world enterprise data with state of the art accuracy. The vast majority of enterprise data — from financial statements to health records — is locked in unstructured file formats like PDFs and spreadsheets. We train vision models to read those documents the way a human would, and make it possible to build products, train models, and automate processes at scale. We've grown incredibly quickly, growing revenue by 8x YOY, and now work with hundreds of companies ranging from leading AI teams (Harvey, Vanta, Scale), through to enterprise (FAANG, top 3 trading firm). We've raised over $100M from world class investors like A16z, Benchmark, and First Round Capital, and are hiring a Director, Sales to lead our enterprise sales function and help define how Reducto goes to market at the highest levels. You'll build the team, own the number, shape the strategy, and set the standard for how we win the most complex, high-value accounts in the world. This is a rare opportunity to join an early GTM team with extraordinary product-market fit and a clear shot at category leadership. You will report directly to the VP of Sales and be one of the most consequential hires we make this year.

Requirements

• 8–12+ years of enterprise B2B SaaS experience
• At least 4+ years managing and scaling quota-carrying teams
• Track record of building high-performance sales cultures
• Personally closed and coached teams through 6- and 7-figure ACV deals with multi-threaded stakeholder environments, extended procurement cycles, and rigorous security and legal review
• Shaped territory models, defined ICP, built competitive positioning, and influenced product roadmaps with field insight
• Stood up enterprise sales functions from early stages
• Ability to hold a substantive conversation with a VP of Engineering or Head of AI, understand how our product fits into their stack, and translate complex technical capabilities into clear business outcomes for executive buyers
• Forecast accuracy, pipeline discipline, rep performance metrics, and CRM hygiene are paramount
• Comfortable with MEDDPICC or a comparable enterprise qualification framework and enforce it with conviction

Nice To Haves

• Sold AI/ML infrastructure, document intelligence, or developer tooling into large enterprise accounts
• Strong network of enterprise relationships in financial services, insurance, healthcare, or legal
• Experience with usage-based or consumption pricing and understand how it affects deal structure, forecasting, and expansion strategy
• Been an early sales leader at a company that scaled from Series A/B through a meaningful growth inflection
• Use AI deliberately in your own work — to prepare for deals, coach reps, build enablement materials, or improve team productivity

Responsibilities

• Own the sales number — build, manage, and grow a team of managers and account executives responsible for net-new logo acquisition and expansion across our most strategic accounts
• Lead the full enterprise sales cycle on key deals, engaging personally with C-suite and VP-level buyers, navigating procurement, and closing 6- and 7-figure contracts
• Define and continuously refine the enterprise sales playbook: qualification methodology, discovery frameworks, competitive positioning, executive engagement strategies, and negotiation approach
• Hire, onboard, and develop world-class enterprise AEs — set the bar for talent, build structured onboarding and coaching programs, and create clear paths for development and promotion
• Establish and enforce forecasting discipline, pipeline review cadences, and performance standards across the enterprise team
• Partner with RevOps on territory design, quota structures, account segmentation, and the systems and reporting that power the enterprise motion
• Work closely with Marketing on account-based programs, enterprise field events, and demand generation that fills the top of the enterprise funnel
• Collaborate with Product to translate field intelligence into roadmap input — be the voice of the enterprise customer in internal planning cycles
• Act as a senior GTM leader — contribute to hiring decisions, cross-functional strategy, and the culture of the broader revenue organization

Benefits

• Unlimited PTO
• Free lunch daily at the office
• Reimbursed Transportation
• Generous health insurance covering medical, dental, and vision
• Health and Wellness Budget: up to $150/mo reimbursement for health and wellness spending, such as gym memberships, fitness classes, or similar
• Parental Leave

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed