Director of Sales

About the role

You will directly manage and develop a growing team of Account Executives as we scale into our next stage of growth in the public sector. Your primary responsibility is to coach an already top-performing AE team into a best-in-class organization through deep involvement in their day-to-day work. You will live inside the deals, the product, and the data alongside your reps to ensure they feel a measurably unfair advantage. You will leverage AI and automation to remove repetitive work and amplify the output of every seller on the team. Ultimately, you will own the number, forecast, and pipeline health to make hitting quota predictable and repeatable.

Key facts

What you'll do

• Directly manage AEs: Own the ramp, development, pipeline, and number for a team of quota-carrying Account Executives selling Starbridge into the SLED market.
• Live deal support: Jump into discovery, demo, pricing, and closing calls to be the person your reps want in the room when a deal is on the line.
• Coach relentlessly: Review Gong calls daily, run weekly deal reviews, and deliver pointed, specific, in-the-moment feedback to raise both the floor and the ceiling on the team.
• Get into the product: Know Starbridge as well as any AE on the floor by demoing it, breaking it, and translating every product release into a sharper selling motion within days, not quarters.
• Be AI-forward: Use Claude and our own platform to automate call reviews, deal prep, forecast hygiene, follow-up emails, and pipeline triage by building prompts, agents, and workflows.
• Own the number: Call your team's forecast weekly and hit it by building the operating rhythm of pipeline reviews, deal desk, and forecasting that makes attainment predictable.
• Hire and build: As we scale, recruit, interview, and onboard the next wave of AEs while raising the bar on every hire to maintain team excellence.

Requirements

• 5+ years of demonstrated quota-crushing as an AE in B2B SaaS with top-decile performance across multiple roles or years.
• 1-2+ years of direct sales leadership experience managing a team of quota-carrying AEs where you owned the team number, not just an individual one.
• Technical fluency that allows you to get into any SaaS product, understand its data model, and teach reps how to use it as a weapon, with the ability to learn Starbridge deeply in your first 30 days.
• An in-the-trenches coach who loves being on live calls with your reps and sees the idea of never joining a customer call again as a demotion, not a promotion.
• World-class coaching ability demonstrated by the capacity to listen to a 30-minute discovery call and identify the two moments that decided the deal.
• An AI-forward operator who already uses Claude or equivalent daily and has built prompts, agents, or automations that saved your team real time.
• A high-output mindset suited to a fast-moving, in-office, high-intensity environment where we work hard and love doing it.

Nice to have

• Experience selling into, or adjacent to, SLED or public sector markets.
• First or early sales leadership at a Series A or Series B company.
• You have built call-review, deal-coaching, or rep enablement systems from scratch.
• You have shipped internal AI tooling that your team actually used every day.

Practical notes

All interviews are conducted via Google Meet, and the interview process moves fast, with same-day responses preferred to speed decisions. This is an in-office, full-time role in the United States, and candidates should be prepared for high-intensity, fast-moving work.

About Starbridge

Starbridge helps go-to-market teams win in the public sector by surfacing signals from council meetings, budget documents, RFPs, and public records that are scattered across thousands of sources. We connect that intelligence to the right buyers and turn it into pipeline for teams that move fast and stay close to their customers. This is a chance to join early and shape how we scale.