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 team leadership and quota execution in a collaborative, matrixed environment, working closely with Customer Success, Solution Architects, Sales Development, and Marketing. The sales process involves technically complex products and buyers including CISOs, application security leaders, and engineering executives. The leader must help the team translate technical capabilities into compelling business value. The Sales Director will lead recruiting, onboarding, coaching, and retention; drive sales-led pipeline generation and disciplined value-based selling using MEDDIC; and ensure team quota attainment through accurate forecasting and healthy pipeline management. The role also uses pipeline analytics to identify funnel gaps and guide coaching, partners with Revenue Operations on reporting and territory planning, and contributes to scalable processes, playbooks, and external market presence. Endor Labs emphasizes developing people, acting with integrity and intellectual curiosity, using data to improve, and maintaining a high-performing, inclusive team culture.

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 success sourcing, hiring, and retaining high-performing sales talent.
A record of developing sales representatives, including promotions, expanded territories, and 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 use analytics in day-to-day management alongside Revenue Operations.
Ability to lead in a matrixed organization and influence Customer Success, Solution Architects, Sales Development, and Marketing without direct authority.
Ability to thrive in a fast-paced, high-growth environment with evolving priorities.

Responsibilities

Lead and develop a team of 5–6 Account Executives, including pipeline management, deal strategy, and team operating cadence.
Coordinate with Customer Success, Solution Architects, Sales Development Representatives, and Marketing to execute territory strategy and close deals.
Own end-to-end recruiting and build a continuous pipeline of sales talent.
Develop and retain Account Executives through onboarding, coaching, and growth plans.
Drive a sales-led pipeline culture in which representatives generate pipeline through strategic prospecting.
Partner with Sales Development and Marketing to improve pipeline quality, coverage, and conversion.
Promote disciplined, value-based selling and MEDDIC execution across deals.
Coach representatives to connect technical capabilities to business outcomes for executive buyers.
Deliver team revenue targets through accurate forecasting and strong pipeline health.
Identify performance gaps early and address them while balancing short-term execution with long-term growth.
Use sales data and pipeline analytics to diagnose 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 and contribute to scalable sales processes, playbooks, and external market presence.
Recruit, coach, and retain sales talent while fostering a high-standard, inclusive performance culture.