Director of Sales

ABOUT GOODIE AI: Goodie helps leading brands win AI search. As billions of people use ChatGPT, Perplexity, Gemini, and other AI systems to discover products and make buying decisions, brands need a way to understand and influence how they’re represented. Goodie gives teams a full AI control plane: real-time visibility into how AI models speak about their brand and products, how competitors show up, and an optimization engine to improve visibility and performance. This category didn’t exist two years ago – we were early, and we’re defining it. We’re backed by strong investors, trusted by category-leading customers, and scaling fast. We’re hiring curious, ambitious builders to help shape the future of AI search. What we're looking for: This is not a role where you execute someone else's strategy. It's the role where you buld the strategy, write the playbook, carry the number, and grown the team. A player-coch by instinct, you want to close deals yourself and coach others to do the same. You don't wait for the process to be handed to you, you build it from what's wrong in the field and refine it unitl it scales. Seeing around corner is second nature: Identifying the path forward without being told, and holding yourself to a higher standard than anyone else would. Reporting directly to the CEO, you'll carry your own quota and manage a small but hungry team working a mix of inbound and outbound. The opportunity: define the sales function at one of the most important AI infrastructure companies being built right now. What you'll do: Own Revenue - Carry a personal sales quota and close enterprise and mid-market deals with brand, marketing, and digital teams at some of the worlds largest companies. - Run full-cycle sales: discovery, demos, business cases, negotiation, and contracting on your own book of business. - own inbound conversion and build on Goodies outbound motion, targeting CMOs, VP's of Marketing, VPs of SEO and digital marketing leaders. Build and Coach the Team - Set performance expectations, coach pipeline execution and hold reps to consistent standards. - Define the ideal AE hiring profile and build the onboarding program that will scale beyond your first hires. Define the Sales Playbook - Refine Goodie's sales playbook: ICP definition, buyer personas, discovery frameworks, competitive handling, and deal strategy. - Develop ROI narratives and business case frameworks that translate Goodie's platform into quantifiable outcomes for enterprise marketing teams. - Identify whats's working in the market and turn it into repeatable process before scaling. Drive GRM Strategy - Own the revenue strategy with full accountability for direction. This role is for someone who generates strategy, not someone who waits for it. - Partner directly with the CEO and the rest of the leadership team on GTM alignment, campaign feedback, and pipeline planning. - Feel product, marketing, and leadership with intelligence from the field: Objections, competitor signals, unmet buyer needs, and category narratives. What you have: - 5+ years of enterprise of mid-market B2B SaaS sales, with a consistent track record of hitting or exceeding quota. - Direct experience in a player-coach or sales management capacity. - Startup instincts: you've operated in an environment without a fully built playbook and you've built one rather than waiting for it. - Proven ability to manage both inbound pipeline and build outbound motions, ideally at the same company. - Executive presence and communication skills: you can run a credible discovery call with a VP, build census with multiple stakeholders, and close with a C-suite decision maker. - Hands-on fluency with modern sales tools (HubSpot, Outreach, Apollo, Clay, or equivalents). Bonus/Nice-to-haves - Background in martech, SEO platforms, digital marketing technology, or AI-native SaaS products. - Experience at a company transitioning from founder-led to team-led sales, where you helped make that transition. - Exi…