Sales Director (First Line) - US

Endor Labs

About The Position

We are seeking a high-impact First-Line Sales Leader to build, develop, and lead a team of 5–6 Account Executives. This is a leadership role designed for a leader who thrives on both executing quota and developing the next generation of sales talent. You will operate in a collaborative, matrixed environment—partnering closely with Customer Success, Solution Architects, Sales Development (SDRs), and Marketing to drive pipeline and close business. This is a technically complex sale. Our buyers are CISOs, AppSec leaders, and engineering executives. You and your team must be able to translate Endor Labs’ technical capabilities into clear, compelling business value—and you must know how to coach others to do the same.

Requirements

5+ years in B2B enterprise or commercial technology sales, with 2+ years managing and leading quota-carrying AE teams
Demonstrated track record of recruiting top sales talent—with specific examples of sourcing, closing, and retaining high performers
Proven history of developing reps: promotions, expanded territories, and measurable performance improvements on your teams
Consistent record of meeting or exceeding team quota over multiple years
Deep expertise in value-based selling frameworks and MEDDIC (or MEDDPICC) qualification
Experience selling complex, technical products to technical and business buyers simultaneously
Strong ability to interpret and act on sales data; comfortable working alongside RevOps to use analytics in day-to-day management
Demonstrated ability to lead effectively in a matrixed organization—influencing without authority across CS, SAs, SDRs, and Marketing
Thrives in fast-paced, high-growth environments with evolving priorities

Responsibilities

Lead and develop a team of 5–6 AEs, driving rigorous pipeline, deal strategy, and team operating cadence.
Orchestrate cross-functional partners (CS, SAs, SDRs, Marketing) to execute territory strategy and close deals.
Own recruiting end-to-end—build a continuous pipeline of top talent and hire high-performing AEs.
Develop and retain talent through structured onboarding, coaching, and clear growth plans.
Drive a sales-led pipeline culture where reps own pipeline creation through strategic prospecting.
Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion.
Instill disciplined, value-based selling and MEDDIC across all deals to improve win rates.
Coach reps to translate technical capabilities into clear business outcomes for executive buyers.
Consistently deliver on team revenue targets with accurate forecasting and strong pipeline health.
Identify and address performance gaps early while balancing short-term execution with long-term growth.
Use data and pipeline analytics to diagnose funnel gaps and drive targeted coaching.
Partner with RevOps to improve reporting, insights, and territory planning.
Lead effectively in a fast-paced, evolving environment—embracing ambiguity and driving execution.
Contribute to building scalable sales processes, playbooks, and external market presence.