Director of Sales - Mid-Market

About Sprig

Sprig is the customer survey platform, rebuilt around AI agents.

For two decades, teams have relied on Qualtrics, Medallia, and SurveyMonkey to understand their customers. These platforms were built for a slower era, with manual setup, fragmented workflows, and insights that arrive too late to shape decisions. The gap between how fast products move and how fast research can keep up has never been wider.

We're building something different. With Sprig, AI agents design studies, adapt surveys in real time, and turn responses into clear, actionable insight. Teams move from question to evidence in hours instead of weeks, without sacrificing rigor. Product teams no longer guess. They know.

Our mission is to make deep customer understanding effortless and always on, so the best teams in the world can build products their customers love.

Companies like Microsoft, DoorDash, Notion, Figma, Coinbase, and TripAdvisor use Sprig to stay close to their users. Backed by $85M from Andreessen Horowitz, Accel, and First Round Capital, we're growing quickly across the world's leading product organizations.

The category is being rebuilt, with AI at the core. If you're excited by hard problems and the chance to define how modern teams understand their customers, we'd love to meet you.

About the Role

We're hiring a Director of Sales, Mid-Market to lead an existing team of ~7 Account Executives and Business Development Representatives and scale one of Sprig's most important revenue engines. You'll own mid-market sales performance, develop the team, and build repeatable sales motions that accelerate customer acquisition and revenue growth.

You'll join a team with demonstrated momentum. Our team has achieved five consecutive record-breaking quarters, with every AE meeting or exceeding quota quarter after quarter. Reporting directly to the CRO, you'll have the opportunity to build on that foundation, learn from a proven revenue leader, and shape the team's next stage of growth.

This is a dedicated people leadership role with no individual sales quota. Compensation is $325,000–$375,000 OTE, plus equity and benefits, with the variable portion tied to team performance. Your focus will be helping your team succeed through coaching, hiring, pipeline development, and strong sales execution.

You'll work directly with AEs on strategic opportunities as a deal coach and executive partner, helping them navigate complex decisions, remove blockers, and win competitive deals. You'll also strengthen our outbound pipeline engine and establish the coaching, accountability, and operational discipline needed to scale a high-performing team.

You'll own mid-market sales strategy and execution, including sales playbooks, coaching practices, and territory strategy. You'll partner across the business to improve our sales motion, develop future sales leaders, and build a predictable revenue engine.

We're looking for someone energized by developing exceptional sellers and building a team that consistently exceeds expectations. You may already be a sales director or a successful frontline sales manager ready for broader leadership responsibility.

This role requires four days per week in our downtown San Francisco HQ, conveniently located near Montgomery BART. Wednesday is our optional work-from-home day.

Your Impact

• Drive mid-market revenue growth. Own team performance against revenue targets, driving pipeline generation, deal execution, and predictable results.

• Build a high-performing sales team. Recruit, coach, and develop exceptional Account Executives and BDRs, creating clear expectations, development plans, and career growth opportunities.

• Coach strategic deals. Help AEs advance and close competitive opportunities through deal strategy, executive engagement, and negotiation support, with AEs retaining ownership of their accounts and opportunities.

• Scale a repeatable sales engine. Strengthen outbound prospecting, sales processes, and pipeline management to improve conversion rates, deal velocity, and seller productivity.

• Shape our go-to-market strategy. Partner with the CRO and cross-functional leaders to refine our sales motion, identify growth opportunities, and accelerate customer acquisition.

• Drive operational excellence. Use data, AI, and modern sales technology to improve forecasting accuracy, sales effectiveness, and overall team performance.

Your Strengths

• Proven Sales Leader. 2+ years managing quota-carrying AEs in B2B SaaS, with a demonstrated track record of achieving or exceeding team revenue targets and developing high-performing sellers.

• Experienced Deal Coach. Successful experience as a Mid-Market or Enterprise AE, with the ability to translate your selling experience into effective coaching across discovery, deal strategy, negotiation, and close.

• Exceptional Talent Developer. Proven ability to recruit, ramp, coach, and retain strong sales talent while maintaining high standards of performance and accountability.

• Pipeline and Outbound Expertise. Strong understanding of outbound prospecting, BDR effectiveness, and pipeline generation, with the ability to coach teams toward predictable new-business revenue.

• Strategic, Data-Driven Operator. Strong command of forecasting, sales metrics, and repeatable sales processes, with the ability to diagnose performance gaps and translate insights into measurable results.

• Startup Builder. Experience building or scaling sales teams in a high-growth B2B SaaS environment, with the resourcefulness to establish repeatable sales motions and adapt as the business grows.

• AI-Forward Mindset. Curiosity and practical judgment about using AI and modern sales technology to improve coaching, prospecting, and team productivity.

Benefits and Perks

• Competitive Salary

• Competitive Employee Equity

• 401K Program

• Medical, Dental, and Vision Benefits

• FSA/HSA Benefits

• $175/month Commuter Benefit

• Additional Wellbeing Benefit

• Flexible Paid Time Off

• Paid Parental Leave

• Professional Development Stipend

• Hybrid Office Policy

• Lunch and dinner daily

• Company Sponsored Social Events

At Sprig, we pride ourselves on being a people-first company where your contributions matter and your impact is visible. We’ve been recognized as a Great Place to Work® for three consecutive years and have also been named one of Fortune’s Best Workplaces in the Bay Area® and one of Built In’s Best Places to Work®. If you're excited about helping build products that millions of users love while shaping the future of AI-powered user research, we'd love to meet you.

Our Commitment to Diversity and Inclusion
We prioritize diversity within our team and value different perspectives, educational backgrounds, and life experiences. We encourage people from underrepresented backgrounds to apply.

Employee Pay Disclosure
The OTE range for this full-time position is $325,000 - 375,000 + Equity + Benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all locations (San Francisco, CA; New York, NY). Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

***Please beware of scammers who are posing as Sprig and Sprig team members. Our recruiters use @sprig.com email addresses exclusively. We do not conduct interviews via text or instant message, and we do not ask candidates to purchase equipment through us or solicit money from you. If you have been contacted by someone claiming to be from a different domain about a job offer, please report it as potential job fraud to law enforcement and contact us.