Sales Director

Job description

Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace. Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post-call work, and AI Assist Pro delivers real-time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence. Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We’ve built a product customers love and a business that’s scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines. At Aircall, you’ll join a company in motion. We’re ambitious, product-driven, and execution-focused, with visible impact, fast decisions, and real growth. **How we work at Aircall**: We’re customer-obsessed, data-driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast-moving environment where trust and impact matter, you’ll feel at home here. We are seeking a **Sales Director** to take full commercial ownership of our FIME (France, Italy, Middle East) territory. Operating from our Paris office, you will define the regional go-to-market strategy, accelerate revenue growth, and mentor a talented sales team in a fast-evolving market. ### Key Responsibilities: - **Lead, coach, and develop** a team of AEs across Velocity and Strategic segments to consistently crush revenue quotas. - **Drive consistent performance** through strong team execution, pipeline discipline, and deal quality. - **Run effective 1:1s**, pipeline reviews, deal coaching sessions, and team trainings. - **Ensure accurate forecasting** and clear visibility on risks, gaps, and opportunities. - **Raise the bar on sales fundamentals**: qualification, value-based selling, and closing rigor. - **Work closely with the Managing Director** to translate FIME strategy into day-to-day execution. - **Partner with the BDR Manager, Partnership Manager, and AM Manager** to ensure strong alignment across the full revenue funnel. - **Contribute to hiring, onboarding, and ramping** new AEs as the team evolves. - **Foster a culture of performance, trust, and continuous improvement**. ### Qualifications : - Proven success in **B2B SaaS sales**, including significant experience leading high-performing sales teams in a fast-paced, high-growth environment. - Track record of **leading experienced AEs across multiple customer segments**, from SMB and Mid-Market through Enterprise and Key Accounts, with an understanding of how sales motions, deal complexity, and management approach differ by segment. - Deep knowledge of the **French market**, combined with the ability to lead effectively across Italy and the Middle East; strong cultural and commercial fluency across diverse markets and teams. - Demonstrated ability to **build and elevate sales teams** — hiring and ramping strong talent, coaching experienced sellers, addressing performance gaps, and developing future leaders. - Strong sales operating discipline, with experience establishing **clear cadences, standards, and accountability** across pipeline management, forecasting, deal inspection, and performance management. - Strong command of **structured sales methodologies and complex deal execution**, with the ability to coach AEs from qualification and discovery through negotiation and close. - Highly analytical and comfortable using **pipeline, conversion, productivity, and customer data** to diagnose performance, identify root causes, and determine where to focus. - Consistent track record of **accurate forecasting and strong pipeline management**, with proficiency in Salesforce or an equivalent CRM. - Ability to translate **regional and company strategy into clear priorities and day-to-day execution**, while balancing near-term revenue delivery with longer-term growth opportunities. - Experience **launching or scaling new products and sales motions**, with the ability to turn new product opportunities into a practical go-to-market approach, enable the field, and iterate based on early customer and performance signals. - Proven ability to work **cross-functionally across the full customer lifecycle**, particularly with BDR, Partnerships, Account Management, Marketing, Revenue Operations, and other GTM stakeholders. - Strong leadership presence and change-management skills, with the ability to **earn credibility with experienced sellers, raise the bar, and bring teams with you** rather than relying on top-down process. - A leadership style that combines **high standards and accountability with trust, transparency, continuous coaching, and development**. - Fluent in **French and English**; Italian is a strong plus. **Why join us?** 🚀 Key moment to join Aircall in terms of growth and opportunities 💆‍♀️ Our people matter, work-life balance is important at Aircall 📚 Fast-learning environment, entrepreneurial and strong team spirit 🌍 45+ Nationalities: cosmopolite & multi-cultural mindset 💶 Competitive salary package & benefits **DE&I Statement:** At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey. We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive. We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn. Want to know more about candidate privacy? Find our [Candidate Privacy Notice here.](https://aircall.io/candidate-privacy-notice/) We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.