Director of Sales

Job description

ABOUT STARBRIDGE Starbridge helps go-to-market teams win in the public sector. Government buyers signal their priorities constantly, in council meetings, budget documents, RFPs, and public records, but that intelligence is scattered across thousands of sources and impossible to track by hand. Our platform surfaces those signals, connects them to the right buyers, and turns them into pipeline. We move fast, stay close to our customers, and are building the category. This is a chance to join early and shape how we scale. ABOUT THE ROLE We're looking for a Director of Sales to directly manage and develop a growing team of Account Executives as we scale into our next stage of growth. Your number one job is to coach an already top-performing AE team into a best-in-class one. And you won't do it from the sidelines. You'll do it deep in deals, deep in the product, and deep in the weeds with your reps every single day. Your goal: make every AE on the team crush their number. You'll own coaching, live deal support, call review, and the systems (many of them AI-powered) that compound your team's output week over week. This is not a forecast-and-1:1s job. The reps you manage should feel like they have a measurably unfair advantage because you're in their corner and in their deals. RESPONSIBILITIES & IMPACT - 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. Be the person your reps want to pull in 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. Raise both the floor and the ceiling on the team. - Get into the product: Know Starbridge as well as any AE on the floor. Demo it, break it, and translate every product release into a sharper selling motion within days — not quarters. - Be AI-forward: Use Claude and our own platform to automate what should be automated — call reviews, deal prep, forecast hygiene, follow-up emails, pipeline triage. Build prompts, agents, and workflows that compound across the team. - Own the number: Call your team's forecast weekly and hit it. Build the operating rhythm — pipeline reviews, deal desk, forecasting — that makes attainment predictable. - Hire and build: As we scale, help recruit, interview, and onboard the next wave of AEs. Raise the bar on every hire. WHAT YOU BRING - 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. You've owned a team number, not just an individual one. - Technical fluency: You can get into any SaaS product, understand its data model, and teach reps how to use it as a weapon. You're excited to learn Starbridge inside-out in your first 30 days. - In-the-trenches coach: You don't coach from the sidelines. You love being on live calls with your reps, and the idea of never jumping on a customer call again sounds like a demotion, not a promotion. - World-class coaching ability: You can listen to a 30-minute discovery call and tell a rep the two moments that decided the deal. Reps leave your 1:1s sharper than they arrived. - AI-forward operator: You already use Claude (or equivalent) daily. You've built prompts, agents, or automations that saved your team real time. When a new model ships, you're testing it against your workflows that week. - High-output mindset: Starbridge is a fast-moving, in-office, high-intensity environment. We work hard and we love it. BONUS IF YOU HAVE: - Experience selling into, or adjacent to, SLED / public sector. - First or early sales leader at a Series A / Series B company. - You've built call-review, deal-coaching, or rep enablement systems from scratch. - You've shipped internal AI tooling that your team actually used every day. INTERVIEW PROCESS We move fast — really fast. Getting back to someone today beats tomorrow, and our interview process reflects that mindset. Please keep us posted on your timeline so we can move quickly and speed things up where needed. All interviews are conducted via Google Meet. HOW WE WORK - Build Bridges to Help Customers Win - We pride ourselves on being obsessively customer-centric. - Shooting Star Speed - We move with extreme speed. We value momentum, decisiveness, and the ability to accelerate when it matters. - Fun Is a Feature - Fun is a Feature means we intentionally design Starbridge to be an energizing place to do hard work. Joy, humor, and camaraderie make great teams faster, sharper, and more resilient. - In the Arena - We believe the best ideas come from living close to the work, feeling the friction, hearing the nuance, and experiencing the details firsthand. BENEFITS INCLUDE: - Competitive salary + early-stage equity - Comprehensive medical, dental, and vision insurance - Unlimited PTO - Regular offsites (NYC + global locations)