Director of Mid-Market Sales

Vapi (/ˈVɑːpi/):

• Voice AI that resolves, not transfers
• Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life
• Trusted by 1 million developers building the future of voice agents
• Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised
• Try talking to Vapi now! https://vapi.ai/ WHY WE'RE HIRING THIS ROLE As we scale our go-to-market engine, we need a frontline leader who brings rigor, predictability, and execution to our Mid-Market Account Executive organization. Forecast accuracy, outbound discipline, and deal velocity are critical to hitting our next stage of ARR growth. This is a high-impact role: you'll shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi's revenue organization. WHAT YOU'LL DO FIRST 30 DAYS
• Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity
• Build trust with Mid-Market AEs through hands-on deal coaching and field presence
• Assess the current forecasting process and identify gaps in accuracy, inspection, and accountability
• Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression 60 DAYS
• Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards
• Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time
• Reinforce outbound discipline within the AE team to ensure consistent self-sourced pipeline generation
• Begin driving sales methodology adoption (MEDDPICC) to increase consistency across deals 90 DAYS
• Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside
• Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability
• Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks
• Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor WHO YOU ARE
• 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP)
• Proven forecast accuracy: consistent track record of calling your number and delivering against quota in high-growth environments
• Mid-Market expertise: experience leading AEs selling into mid-market accounts with deal sizes in the $240K–$1M+ ARR range
• Complex deal coach: skilled at guiding multi-stakeholder sales cycles involving developers, technical buyers, and C-suite executives
• Methodology fluency: strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework
• Builder mentality: hands-on operator who thrives in early-stage environments and can create process from scratch
• Analytically driven: strong pipeline management skills and CRM discipline — Salesforce experience strongly preferred
• People leader: excellent communicator who earns trust, leads by example, and brings out the best in their team Bonus: Background in developer tools, API-first products, infrastructure, AI, or voice technology. WHY VAPI
• Generational impact - build the human interface for every business on the planet
• Ownership culture - 70% of the company are previous founders; we operate with high autonomy and high accountability
• Kind team - our founders, Jordan and Nikhil, set the tone: smart, direct, and genuinely good people
• Tier-1 backing - YC, Kleiner Perkins, Bessemer, and M12 in your corner WHAT WE OFFER
• Competitive salary + equity - real ownership in a company with real momentum
• Comprehensive health coverage - medical, dental, and vision
• Quarterly off-sites - we invest in the team, not just the work
• Flexible PTO - take what you need
• $10K annual L&D budget - we're serious about your growth
• Perks: catered meals, transportation, and gym access

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