Director of Sales

The Revenue Org @ Pave

The Revenue pillar of Pave includes our Customer Success, Marketing, Partnerships, Revenue Operations, Sales, and Strategy teams. This community drives business growth and ensures every Pave client achieves transformative results with compensation intelligence.

Our go-to-market engine operates at the intersection of strategy and execution, moving prospects from initial discovery to scaled implementation across enterprise organizations. The sales team partners closely with compensation leaders to identify strategic opportunities, while customer success ensures clients maximize ROI through our complete platform suite - from benchmarking and band creation to merit cycles and total rewards communication.

The rev ops team optimizes our entire client lifecycle using data-driven insights, while marketing translates complex compensation challenges into clear value propositions. Our partnerships team expands Pave's ecosystem reach through strategic HRIS and financial system integrations.

Over the next year, our focus centers on accelerating growth in the enterprise segments while deepening client relationships through expanded use cases. We're seeking revenue professionals who are passionate about solving complex compensation challenges and driving measurable business impact for the world's most innovative companies.

The Sales Team @ Pave

Drives strategic revenue growth by connecting compensation leaders with our platform through consultative selling and deep market expertise. This team of Account Executives specializes in complex, multi-stakeholder enterprise sales cycles, working closely with compensation and leadership teams to solve their most challenging pay equity and benchmarking needs. As a scrappy, results-oriented organization, we balance aggressive growth targets with thoughtful relationship-building to establish Pave as the essential partner for forward-thinking companies ready to revolutionize their compensation strategies.

What You'll Be Doing

• Drive strategic revenue growth and team performance: Lead and manage a team of Account Executives to achieve a 35-40% increase in overall sales team quota attainment and drive 20-25% year-over-year revenue growth through refined sales processes, territory optimization, and strategic deal coaching
• Establish sales methodologies and operational excellence: Implement standardized sales frameworks, coaching programs, and onboarding processes that reduce AE ramp time by 30% and improve average deal size by 15-20% through consistent methodology execution and skills development
• Build predictable revenue operations: Establish accurate sales forecasting with 90%+ precision, reduce sales cycle length by 20%, and implement data-driven performance metrics that provide clear visibility into pipeline health, conversion rates, and individual contributor performance against revenue targets
• Lead complex strategic deals: Personally manage accounts, providing deal strategy, relationship management, and advanced negotiation support to ensure successful closure of mission-critical revenue
• Develop and mentor sales talent: Create career development pathways for Account Executives, conduct regular performance reviews, and build a culture of continuous improvement
• Collaborate with cross-functional teams: Partner with Marketing, Product, Customer Success, Revenue Operations, etc. to optimize lead quality, refine messaging, and ensure seamless customer handoffs that drive long-term success
• Analyze market trends and competitive positioning: Leverage prospect feedback and market intelligence to help inform product roadmap priorities, competitive battle cards, and go-to-market strategy refinements

What You'll Bring

• 7-10 years of sales leadership experience with a proven track record of managing enterprise Account Executive teams in fast-growth B2B SaaS environments, preferably within high-growth SaaS or HR-tech environments
• Demonstrated revenue leadership: History of consistently achieving annual revenue targets through team management, with experience scaling sales organizations from startup through growth stage in competitive markets
• Sales methodology expertise: Deep knowledge of enterprise sales frameworks, forecasting accuracy, deal qualification, and complex multi-stakeholder sales cycles with 6-12 month timelines
• People management and development skills: Proven ability to hire, onboard, and develop high-performing Account Executives with measurable improvements in ramp time, quota attainment, and career progression within your teams
• Data-driven decision making: Experience using CRM systems (Salesforce), sales analytics tools, and performance dashboards to drive strategic decisions, optimize territory planning, and improve conversion rates across the sales funnel
• Comfortable navigating ambiguity, working autonomously, and driving initiatives forward in a fast-moving environment

Compensation, It's What We Do.

Salary is just one component of Pave's total compensation package for employees. Your total rewards package at Pave will include equity, top-notch medical, dental, and vision coverage, an unlimited PTO policy, and many other region-specific benefits. Your level is based on our assessment of your interview performance and experience, which you can always ask the hiring manager about to understand in more detail. This salary range may include multiple levels. 

The targeted cash compensation for this position is (level depends on experience and performance in the interview process):

$160k Base / $320k OTE