Director, Sales
Job description
About the role
Descript is redefining how teams create, collaborate, and communicate with video and audio. As we scale and accelerate adoption across the enterprise, we are seeking an exceptional Sales Director for the US to lead this next chapter of growth. This is a rare opportunity to build, mentor, and inspire a high-performing team of Account Executives as they partner with some of the world’s most innovative companies—helping them transform how they produce content with AI-powered workflows.
As a senior sales leader at Descript, you will be a key architect of our go-to-market expansion. You will set a high bar for excellence in hiring, coaching, and developing top sales talent. You’ll cultivate a culture centered on strong fundamentals, disciplined execution, and an unwavering commitment to customer success. Your leadership will shape how enterprise organizations adopt AI-driven video creation at scale—and you’ll play a pivotal role in building one of the most elite GTM organizations in SaaS.
If you’re driven to build category-defining teams, thrive in fast growth environments, and want to leave a lasting mark on the future of AI-powered content creation, we’d love to meet you.
What you’ll do
Team Leadership & Growth
- Build, lead, and coach a US-based team of Enterprise Account Executives focused on landing and expanding high-value customers.
- Set clear expectations, operating rhythms, and performance standards to consistently deliver and exceed ARR targets.
- Cultivate a high-trust, high-accountability environment where top performers can do the best work of their careers.
Sales Strategy & Execution
- Own pipeline health for your segment, ensuring predictable future revenue through rigorous qualification, forecasting, and deal inspection.
- Drive a strong outbound and pipeline-generation culture; ensure every rep has mastery of PG fundamentals and takes ownership of top-of-funnel creation.
- Refine and implement strategic account plans to deepen executive-level engagement, unlock new use cases, and accelerate expansion.
Cross-Functional Collaboration
- Partner closely with Marketing, Product, and Customer Success to align on messaging, customer outcomes, lifecycle strategies, and enterprise motion efficiency.
- Provide structured feedback to GTM and Product leadership—grounded in customer insights—to influence roadmap and narrative development.
Talent Acquisition & Development
- Proactively recruit, nurture, and hire exceptional enterprise sales talent; all leaders at Descript are expected to build strong recruiting pipelines.
- Develop a repeatable operating model for onboarding, training, and coaching to ensure long-term rep success and rapid productivity.
What you bring
- Extensive experience leading enterprise sales teams with quotas and a track record of landing and expanding complex accounts.
- Deep expertise in pipeline generation, outbound sales motions, and building rigorous sales operating cadences.
- Experience with value-driven, methodological sales processes (e.g., MEDDPICC, Command of the Message).
- A strong history of proactively recruiting, headhunting, and developing top-performing SaaS sellers.
- Successful prior experience as a top-performing Enterprise AE before moving into leadership.
- Experience in high-growth B2B SaaS environments, and a passion for the pace, ambiguity, and opportunity that come with scale.
- Superior organization, prioritization, and time management skills.
The base salary range for this role is $150,000-$200,000/year. Final offer amounts will carefully consider multiple factors, including prior experience, expertise, location, and may vary from the amount above.
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About Descript
Descript is building a simple, intuitive, fully-powered editing tool for video and audio — an editing tool built for the age of AI. We are a team of 150 and the backing of some of the world's greatest investors (OpenAI, Andreessen Horowitz, Redpoint Ventures, Spark Capital).
Descript is the special company that's in possession of both product market fit and the raw materials (passionate user community, great product, large market) for growth, but is still early enough that each new employee has a measurable influence on the direction of the company.
Benefits include a generous healthcare package, 401k matching program, catered lunches, and flexible vacation time. Our headquarters are located in the Mission District of San Francisco, CA. We're hiring for a mix of remote roles and hybrid roles. For those who are remote, we have a handful of opportunities throughout the year for in person collaboration. For our hybrid roles, we're flexible, and you're an adult—we don't expect or mandate that you're in the office every day. We do believe there are valuable and serendipitous moments of discovery and collaboration that come from working together in person.
Descript is an equal opportunity workplace—we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We believe in actively building a team rich in diverse backgrounds, experiences, and opinions to better allow our employees, products, and community to thrive.