Upper Mid-Market / Enterprise Sales Leader, Spot AI

• We’re an ambitious team building a company designed to outlast our lifetime. Spotans share a high-performance mindset defined by:
• Relentless Drive: You thrive under pressure and see challenges as opportunities
• Builder’s Mentality: You create from zero—whether it’s a new playbook, motion, or market
• High Hustle, High Humility: You combine an unyielding work ethic with low ego and high EQ
• You’re a strong seller turned standout coach
• You have moved, or are ready to move, beyond your first management role to scale a team, build structure, and drive real outcomes. You balance day-to-day execution with strategic thinking and you know how to lead with clarity, accountability, and care
• You’re not looking for a VP title yet, but you're already operating like one, coaching toward long-term success, shaping process, and helping your team level up fast
• You have 3–6 years of sales leadership experience, managing teams of at least 4–8 Upper Mid-Market and/or Enterprise AEs (deals have been $100K+ in ARR)
• You’ve had at least one leadership role where you stayed long enough to build, iterate, and win, demonstrating your ability to drive sustained impact over time
• You’ve hired, developed, and retained outbound sales hunters who thrive on pipeline creation, not just closing inbound leads
• You’ve led mid-market and enterprise sales cycles with complex, value-based products and solutions, not lightweight SaaS tools
• You’re comfortable navigating technical products, multiple stakeholders, and longer deal cycles across industries like manufacturing, construction, or retail
• You know how to hire top talent and coach them to over-performance
• You bring high business acumen and can help reps see beyond the product to real customer outcomes
• You thrive in ambiguity, building structure where none exists and adjusting fast when things change
• You’re hands-on. You listen to calls, jump in where needed, and lead from the front
• You’re low ego, high accountability, and driven to win as a team
• What Excites You:
• The opportunity to lead and scale a high-performing AE team in a high-growth environment
• A culture that rewards hustle, curiosity, and impact
• A role where you’ll shape GTM strategy, influence product direction, and leave your mark
• A chance to coach, build, and win alongside a team of smart, humble, driven teammates
• A lot of travel to collaborate face to face with your teams in San Francisco, CA; Sandy, UT; and other remote locations, as well as with customers (travel could be 70%+ of the time)

Desirable

• You’ll lead a team of distributed Account Executives who are responsible for driving new business opportunities through both direct sales and strategic partnership and channel engagement. You’ll own team performance, help shape our sales strategy, and build repeatable motions that scale
• Coach, develop, and motivate a team of high-performing AEs to exceed quota
• Hire and grow outbound-focused reps who take ownership of pipeline generation and thrive in the grind
• Lead onboarding and ongoing skill development to sharpen outbound execution and deal progression
• Partner cross-functionally with Marketing, Product, and RevOps to align GTM efforts
• Drive pipeline generation strategy and support outbound excellence across the team
• Own forecasting, pipeline hygiene, and team performance reporting
• Bring customer and market feedback into product and strategic conversations
• Operate with extreme accountability, ensuring your team hits numbers while improving every quarter
• What Success Looks Like
• 30 Days: You’ve met your team and customers, learned the product, reviewed pipeline, and rolled out key cadences to drive focus
• 60 Days: You’ve introduced structure to enhance coaching opportunities and success, reinforced outbound habits, and are driving more precision in pipeline management
• 90 Days: Your team is performing. You’ve built momentum, improved q