Director of Sales

About this role

ABOUT SPRIG

Sprig is the customer survey platform, rebuilt around AI agents.

For two decades, teams have relied on Qualtrics, Medallia, and SurveyMonkey to understand their customers. These platforms were built for a slower era, with manual setup, fragmented workflows, and insights that arrive too late to shape decisions. The gap between how fast products move and how fast research can keep up has never been wider.

We're building something different. With Sprig, AI agents design studies, adapt surveys in real time, and turn responses into clear, actionable insight. Teams move from question to evidence in hours instead of weeks, without sacrificing rigor. Product teams no longer guess. They know.

Our mission is to make deep customer understanding effortless and always on, so the best teams in the world can build products their customers love.

Companies like Microsoft, DoorDash, Notion, Figma, Coinbase, and TripAdvisor use Sprig to stay close to their users. Backed by $85M from Andreessen Horowitz, Accel, and First Round Capital, we're growing quickly across the world's leading product organizations.

The category is being rebuilt, with AI at the core. If you're excited by hard problems and the chance to define how modern teams understand their customers, we'd love to meet you.

ABOUT THE ROLE

Sprig is seeking a dynamic, hands-on Director of Sales - Mid-market to lead and scale our sales organization through the next stage of growth. This is a true player-coach role for a sales leader who thrives on winning deals while developing exceptional talent. You'll partner directly with Account Executives on strategic opportunities, coach Business Development Representatives to build a predictable pipeline, and establish repeatable sales motions that drive sustainable revenue growth.

You’ll report directly to the Head of Revenue and cross-functional leaders across Leadership, Marketing, Customer Success, Product, and Operations, you'll shape our go-to-market strategy, build a high-performing sales culture, and help transform a fast-growing startup into a world-class enterprise sales organization. This is a high-impact leadership role for someone who loves building teams, creating process, and leading from the front.

This is a hybrid role in our HQ SF office: 4 days a week (Wed is WFH).

YOUR IMPACT

Lead, coach, and develop a high-performing team of Account Executives and Business Development Representatives, creating a culture of accountability, growth, and execution.

Serve as a player-coach by actively participating in strategic customer opportunities, helping advance complex deals, remove blockers, and close mid-market and enterprise business alongside your team.

Partner closely with Business Development Representatives to strengthen outbound strategy, messaging, prospecting discipline, and top-of-funnel pipeline generation.

Build repeatable sales processes, playbooks, and operating rhythms that improve consistency, forecasting accuracy, seller productivity, and win rates.

Own sales forecasting, pipeline health, CRM hygiene, and performance reporting, providing leadership with accurate visibility into the business.

Recruit, hire, onboard, and develop exceptional sales talent while creating clear expectations, coaching plans, and career growth opportunities.

Partner cross-functionally with Marketing, Customer Success, Product, and Leadership to refine messaging, strengthen our ideal customer profile, and improve the customer journey from first touch through expansion.

Drive operational excellence by leveraging AI and modern sales technology to improve team productivity, execution, and customer outcomes.

YOUR STRENGTHS

Proven Sales Leader – Brings 2–4 years of people management experience along with a successful track record as an Enterprise Account Executive, with the credibility to coach from firsthand experience.

Player-Coach – Leads from the front by actively working strategic deals alongside the team, helping remove obstacles, progress opportunities, and close enterprise business—not simply reviewing pipeline in one-on-ones.

Startup Builder – Thrives in high-growth startup or scale-up environments, bringing the resourcefulness to build processes, establish repeatable sales motions, and drive a land-and-expand approach to growth.

Exceptional Sales Coach – Skilled at developing both Account Executives and Business Development Representatives, providing hands-on coaching across deal strategy, pipeline generation, prospecting, messaging, and execution.

Operationally Excellent – Demonstrates strong forecasting discipline, CRM hygiene, territory planning, account allocation, and pipeline management to provide leadership with accurate, actionable business insights.

Talent Builder – Experience recruiting, hiring, onboarding, and ramping high-performing sales talent while creating a culture of accountability, continuous learning, and high performance.

Cross-Functional Partner – Collaborates effectively with Marketing, Customer Success, Product, and Leadership to continuously improve positioning, customer experience, and go-to-market execution.

Modern Sales Operator – Comfortable leveraging AI and modern sales technology including Claude, ChatGPT, HubSpot, Google Workspace, Linear, and similar tools to improve productivity and execution.

Customer-Centric – Ideally brings experience selling to Product, UX, Design, Research, or similar enterprise technology buyers, with an understanding of usage-based pricing, land-and-expand sales motions, and scaling sales organizations through periods of rapid growth.

Resilient & Accountable – Leads by example, communicates directly, embraces ambiguity, and takes ownership while balancing personal execution with developing others.

BENEFITS AND PERKS

- Competitive Salary

- Competitive Employee Equity

- 401K Program

- Medical, Dental, and Vision Benefits

- FSA/HSA Benefits

- $175/month Commuter Benefit

- Additional Wellbeing…