Sales Director - Northeast

Endor Labs•Boston, MA

About The Position

Endor Labs is seeking a first-line sales leader to build, develop, and lead a team of 5–6 Account Executives in the Northeast. The role combines quota execution with recruiting, coaching, and developing sales talent. The Sales Director works in a collaborative, matrixed environment with Customer Success, Solution Architects, Sales Development, Marketing, and Revenue Operations to build pipeline, execute territory strategy, and close business. This is a technically complex sales role serving CISOs, Application Security leaders, and engineering executives. The leader and team must translate technical capabilities into compelling business value for executive buyers. The role also contributes to scalable sales processes, playbooks, and Endor Labs’ external market presence. Endor Labs builds an application security platform that uses a call graph of a software estate to help teams identify, prioritize, and fix critical risks. The company values ownership, customer success, data-informed decisions, intellectual curiosity, integrity, kindness, candor, and bias toward action. Endor Labs is an Equal Opportunity Employer committed to diversity and inclusion.

Requirements

At least 5 years of B2B enterprise or commercial technology sales experience.
At least 2 years managing and leading quota-carrying Account Executive teams.
Demonstrated record of recruiting top sales talent, including sourcing, closing, and retaining high performers.
Proven ability to develop sales representatives, demonstrated through promotions, expanded territories, or measurable performance improvements.
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.
Ability to interpret and act on sales data and work with Revenue Operations to apply analytics to day-to-day management.
Ability to lead in a matrixed organization and influence Customer Success, Solution Architects, SDRs, and Marketing without direct authority.
Ability to thrive in fast-paced, high-growth environments with evolving priorities.

Responsibilities

Lead and develop a team of 5–6 Account Executives, establishing rigorous pipeline management, deal strategy, and team operating cadence.
Coordinate with Customer Success, Solution Architects, SDRs, and Marketing to execute territory strategy and close deals.
Own recruiting end-to-end, maintain a pipeline of sales talent, and hire high-performing Account Executives.
Develop and retain talent through structured onboarding, coaching, and clear growth plans.
Promote a sales-led pipeline culture in which Account Executives take ownership of pipeline creation through strategic prospecting.
Partner with SDRs and Marketing to improve pipeline quality, coverage, and conversion.
Implement disciplined value-based selling and MEDDIC across deals to improve win rates.
Coach sales representatives to connect technical capabilities to business outcomes for executive buyers.
Deliver team revenue targets through accurate forecasting and healthy pipeline management.
Identify and address performance gaps early while balancing immediate execution with long-term team growth.
Use sales data and pipeline analytics to identify funnel gaps and guide targeted coaching.
Partner with Revenue Operations to improve reporting, insights, and territory planning.
Lead effectively in a fast-paced, evolving environment, adapting to ambiguity and driving execution.
Help build scalable sales processes, playbooks, and external market presence.
Model intellectual curiosity, integrity, and bias toward action; coach with specificity and empathy and use data to improve performance.