Sales Director at gushwork

About Gushwork Backed by Lightspeed, B Capital & Beenext (Raised over $11M), Gushwork drives inbound leads for small and medium businesses from AI search engines like Gemini, ChatGPT & Claude.We are backed by some of the top tier VCs of the world and are one of the fastest growing AI companies being built out of India for the world. We work with over 300+ customers and are building a team to 10x our ARR in the next 12 months. We are a team of 60 hungry, ambitious & hard working individuals and are adding more people to the team who share our desire to leave a lasting impact. The Role We're looking for a Sales Director to lead and scale our MB sales team. You'll be a hands-on leader focused on coaching, deal acceleration, and building the sales infrastructure needed to hit aggressive growth targets. This is not a player-coach role—you won't carry an individual quota, but you'll be deeply involved in your team's deals: joining calls, unblocking negotiations, and driving pipeline velocity. Reports to: Director, Growth Location: Bangalore, In-Office Experience Required: 7+ years in B2B SaaS sales, 2+ Years in SMB SaaS What You'll Own • Build & Execute the Outbound Motion (60% of time) • Manage and develop 8 Account Executives to begin with, and scale to a team of 50 in the next 12 months. • Hit monthly team quota which is set ahead of the month starting. • Run deal reviews, pipeline scrubs, and weekly 1:1s with each AE. • Identify skill gaps and provide targeted coaching on discovery, demos, objection handlingBuild a culture of accountability, urgency, and continuous improvement. • Own end-to-end outbound sales with a growing team of account executives: prospecting, qualification, demos, closingTest and iterate on messaging, positioning, and sales tactics • Establish Sales Infrastructure (25% of time) • Build the sales playbooks for different scenarios: scripts, objection handling, pricing frameworks. • Implement and optimize CRM workflows (pipeline management, forecasting, reporting). • Create deal qualification frameworks to improve win rates and reduce churn. • Develop sales collateral: one-pagers, case studies, ROI calculators, competitive battlecards. • Set up sales metrics and dashboards for pipeline visibility. • Set Foundation for Team Scaling (15% of time) • Document best practices and create training materials for future hires. • Build repeatable hiring and onboarding processes. • Hiring 50+ account executives through the year. • Establish and keep refining compensation structures and quota models based on business goals. What We're Looking For • Must-Haves: • 7+ years in B2B SaaS sales, with at least 2+ years in closing roles and 2+ years as a manager. • Proven SMB velocity: Track record closing $1M ARR/year. • Outbound expertise: Built or scaled outbound motion (cold email, cold calling, LinkedIn). • Player-coach DNA: Comfortable both closing deals yourself and building systems. • Quota attainment: Consistent 100%+ quota achievement in previous roles. • Technical aptitude: Able to learn and articulate complex product (AI/search/martech). • Strong Preferences: • Experience selling to non-SaaS industries like manufacturing, distributors, servicesBackground selling marketing or sales solutions. • Startup experience (seed to Series C stage, 0-to-1 sales building) • What Success Looks Like: • Expert at articulating ROI to SMB buyers with limited tech sophistication. • Comfortable with high activity: 50-100 demos/month/AECan translate technical product features into business outcomes. • Resourceful and scrappy—thrives in ambiguity with limited resources. • Data-driven: Uses metrics to optimize and improve processes weekly.