Director of Sales

Job description

ABOUT SPRIG Sprig is the customer survey platform, rebuilt around AI agents. For two decades, teams have relied on Qualtrics, Medallia, and SurveyMonkey to understand their customers. These platforms were built for a slower era, with manual setup, fragmented workflows, and insights that arrive too late to shape decisions. The gap between how fast products move and how fast research can keep up has never been wider. We're building something different. With Sprig, AI agents design studies, adapt surveys in real time, and turn responses into clear, actionable insight. Teams move from question to evidence in hours instead of weeks, without sacrificing rigor. Product teams no longer guess. They know. Our mission is to make deep customer understanding effortless and always on, so the best teams in the world can build products their customers love. Companies like Microsoft, DoorDash, Notion, Figma, Coinbase, and TripAdvisor use Sprig to stay close to their users. Backed by $85M from Andreessen Horowitz, Accel, and First Round Capital, we're growing quickly across the world's leading product organizations. The category is being rebuilt, with AI at the core. If you're excited by hard problems and the chance to define how modern teams understand their customers, we'd love to meet you. ABOUT THE ROLE Sprig is seeking a dynamic, hands-on Director of Sales - Mid-market to lead and scale our sales organization through the next stage of growth. This is a true player-coach role for a sales leader who thrives on winning deals while developing exceptional talent. You'll partner directly with Account Executives on strategic opportunities, coach Business Development Representatives to build a predictable pipeline, and establish repeatable sales motions that drive sustainable revenue growth. You’ll report directly to the Head of Revenue and cross-functional leaders across Leadership, Marketing, Customer Success, Product, and Operations, you'll shape our go-to-market strategy, build a high-performing sales culture, and help transform a fast-growing startup into a world-class enterprise sales organization. This is a high-impact leadership role for someone who loves building teams, creating process, and leading from the front. This is a hybrid role in our HQ SF office: 4 days a week (Wed is WFH). YOUR IMPACT Lead, coach, and develop a high-performing team of Account Executives and Business Development Representatives, creating a culture of accountability, growth, and execution. Serve as a player-coach by actively participating in strategic customer opportunities, helping advance complex deals, remove blockers, and close mid-market and enterprise business alongside your team. Partner closely with Business Development Representatives to strengthen outbound strategy, messaging, prospecting discipline, and top-of-funnel pipeline generation. Build repeatable sales processes, playbooks, and operating rhythms that improve consistency, forecasting accuracy, seller productivity, and win rates. Own sales forecasting, pipeline health, CRM hygiene, and performance reporting, providing leadership with accurate visibility into the business. Recruit, hire, onboard, and develop exceptional sales talent while creating clear expectations, coaching plans, and career growth opportunities. Partner cross-functionally with Marketing, Customer Success, Product, and Leadership to refine messaging, strengthen our ideal customer profile, and improve the customer journey from first touch through expansion. Drive operational excellence by leveraging AI and modern sales technology to improve team productivity, execution, and customer outcomes. YOUR STRENGTHS Proven Sales Leader – Brings 2–4 years of people management experience along with a successful track record as an Enterprise Account Executive, with the credibility to coach from firsthand experience. Player-Coach – Leads from the front by actively working strategic deals alongside the team, helping remove obstacles, progress opportunities, and close enterprise business—not simply reviewing pipeline in one-on-ones. Startup Builder – Thrives in high-growth startup or scale-up environments, bringing the resourcefulness to build processes, establish repeatable sales motions, and drive a land-and-expand approach to growth. Exceptional Sales Coach – Skilled at developing both Account Executives and Business Development Representatives, providing hands-on coaching across deal strategy, pipeline generation, prospecting, messaging, and execution. Operationally Excellent – Demonstrates strong forecasting discipline, CRM hygiene, territory planning, account allocation, and pipeline management to provide leadership with accurate, actionable business insights. Talent Builder – Experience recruiting, hiring, onboarding, and ramping high-performing sales talent while creating a culture of accountability, continuous learning, and high performance. Cross-Functional Partner – Collaborates effectively with Marketing, Customer Success, Product, and Leadership to continuously improve positioning, customer experience, and go-to-market execution. Modern Sales Operator – Comfortable leveraging AI and modern sales technology including Claude, ChatGPT, HubSpot, Google Workspace, Linear, and similar tools to improve productivity and execution. Customer-Centric – Ideally brings experience selling to Product, UX, Design, Research, or similar enterprise technology buyers, with an understanding of usage-based pricing, land-and-expand sales motions, and scaling sales organizations through periods of rapid growth. Resilient & Accountable – Leads by example, communicates directly, embraces ambiguity, and takes ownership while balancing personal execution with developing others. BENEFITS AND PERKS - Competitive Salary - Competitive Employee Equity - 401K Program - Medical, Dental, and Vision Benefits - FSA/HSA Benefits - $175/month Commuter Benefit - Additional Wellbeing Benefit - Flexible Paid Time Off - Paid Parental Leave - Professional Development Stipend - Hybrid Office Policy - Lunch and dinner daily - Company Sponsored Social Events At Sprig, we pride ourselves on being a people-first company where your contributions matter and your impact is visible. We’ve been recognized as a Great Place to Work® for three consecutive years and have also been named one of Fortune’s Best Workplaces in the Bay Area® and one of Built In’s Best Places to Work®. If you're excited about helping build products that millions of users love while shaping the future of AI-powered user research, we'd love to meet you. Our Commitment to Diversity and Inclusion We prioritize diversity within our team and value different perspectives, educational backgrounds, and life experiences. We encourage people from underrepresented backgrounds to apply. Employee Pay Disclosure The OTE range for this full-time position is $275,000- $350,000 + Equity + Benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all locations (San Francisco, CA; New York, NY). Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in postings reflect the OTE only, and do not include equity or benefits. ***Please beware of scammers who are posing as Sprig and Sprig team members. Our recruiters use @sprig.com http://sprig.com email addresses exclusively. We do not conduct interviews via text or instant message, and we do not ask candidates to purchase equipment through us or solicit money from you. If you have been contacted by someone claiming to be from a different domain about a job offer, please report it as potential job fraud to law enforcement and contact us.