Director of Sales, Pave
$320k
OTE
$160k
BASE
+ Equity
More information about location
4+ days a week in office
Employee compensation tools
Open for applications
Employee compensation tools
201-500 employees
Open for applications
$320k
OTE
$160k
BASE
+ Equity
More information about location
4+ days a week in office
201-500 employees
Company mission
To build the world's best compensation tools and easily accessible market data so companies can plan, communicate, and benchmark in real-time.
Role
Who you are
- 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
What the job involves
- 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 has an amazing experience
- As the market-facing engine of our compensation intelligence platform, the GTM pillar translates Pave's innovative solutions into tangible value for compensation leaders worldwide
- Our customer success team ensures clients maximize ROI from our product suite, while marketing articulates how Pave transforms outdated compensation practices into strategic advantages
- The partnerships team expands our ecosystem, integrating Pave seamlessly with HRIS and financial systems
- Revenue operations optimizes our selling motion across company sizes and industries, while our sales team helps compensation leaders understand how data-driven decisions can attract and retain talent
- Through strategic planning and execution, this pillar doesn't just acquire customers - it builds a community of forward-thinking compensation professionals who champion pay transparency and equity in their organizations, further solidifying Pave's position as the industry's compensation intelligence leader
- 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
- 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
Our take
Compensation survey and merit cycle processes are integral to so many businesses, and yet remain time-consuming manual activities. Staff often lack financial training resulting in spreadsheet induced errors. Pave saw a need to update and streamline the process.
The core advantage of Pave is its ease of integration with HRIS, ATS and cap table software, creating real-time compensation data views without the need for spreadsheets. Using the software creates a fair and transparent system that management can rely on and employees can respect. The company has seen strong momentum, with backing from big names like Y Combinator and az16.
Some organisations have been reluctant to adopt solutions like Pave’s on account of the radical transparency it provides. However, with companies like Credit Karma, Miro and Discord all signing on, Pave has proven its ability to draw lucrative enterprise-level clients. It also became a Unicorn in 2022 after an impressive Series C funding round, boding well for its longevity.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2022
$100m
SERIES C
Aug 2021
$46m
SERIES B
Total funding: $186.2m
Company benefits
- Compensation: Startup equity for full-time employees
- Wellness: Top tier health insurance along for full-time employees
- Food: All meals while working, plus snacks. We take our snacking seriously
- Commute: Commuter pre-tax benefit accounts + employer contribution for full-time employees
- Tech: Choose your laptop and accessories of choice
- Team: Retreats, happy hours, and events for our team, friends, and family
- Flexible Time Off: Take the time you need - we encourage our team to unplug with unlimited PTO
- WFH Wednesday: A dedicated work from home day each week + additional flexibility by team!
Company HQ
Union Square, San Francisco, CA
Leadership
Matt Schulman
(CEO & Founder)Matt studied at the Wharton School before working as an Engineer at DollarsEd and spending 2 years as a Facebook Software Engineer. He left this role in June 2019 to co-found Pave in October.
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