Senior Director of Sales

About this role

[https://app.ashbyhq.com/api/images/user-content/d79356cb-21b1-41b5-8e25-ceef94f4456f/6595bc0b-d8e8-438c-8431-fadd41ef7304/Screenshot%202026-04-14%20at%2017.55.30.png]

SENIOR DIRECTOR OF SALES

Locations: - Mexico City, Mexico - Charlotte, NC, USA - Guadalajara, Mexico - Salt Lake City, UT, USA - Denver, Colorado, USA - Las Vegas, Nevada, USA

Start Date: Immediate (contract-to-hire option available)

Department: Revenue / Go-To-Market

Type: Full-Time | Executive

Compensation: $160,000 base + uncapped commission (OTE $275k)

ABOUT PANOPTYC

Panoptyc is the AI platform that helps 20,000+ retail stores detect and deter theft in real time. Our vision is to make loss prevention intelligent, proactive, and profitable. We're rapidly expanding from our core market of corporate food service into grocery, c-stores, and broader retail verticals.

THE OPPORTUNITY:

Help us scale! This could be the defining achievement of your career.

We're title-flexible and care more about fit than labels. We'd love a Director of Sales from a best-in-class company, or a VP ready to roll up their sleeves. What matters: you're the best sales leader your former colleagues have ever worked with.

This is a player-coach role for someone who can close enterprise and mid-market deals themselves while building and leading a high-performing team. You'll own Panoptyc's core revenue engine—from strategy to execution—across our AI software + hardware product line through direct and channel sales.

You'll work closely with the Founder and C-Suite to:

- Strengthen distribution partnerships with national and strategic accounts

- Build repeatable, data-driven sales processes in an environment that's sometimes ambiguous and still building infrastructure

- Lead, coach, and hire a team of full-cycle sales reps, account managers, and SDRs

- Own and close key deals yourself—you're in the trenches with your team

- Expand into adjacent retail verticals (grocery, c-stores, apparel, dining)

- Drive customer success and expansion—we've landed accounts and need to grow them

WHAT MAKES YOU THE RIGHT FIT

THE MUST-HAVES

- A "hungry and competent" former high-performing AE who has stepped into leadership (Team Lead/Manager) within the last 1–3 years.

- Must be willing to "get their hands dirty," sell alongside the team, and work "in the trenches" rather than just managing from afar.

- Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growth

- The preference is for a Mid-Market/SMB background rather than pure Enterprise, as we need someone who prioritizes speed and volume over the long, slow cycles of multi-million dollar deals.

- Player-coach mentality — you can sell and lead simultaneously

- Creative deal-maker — you unblock stuck deals and move the unmovable through creative problem-solving and relentless follow-through

- Travel ready — minimum 3x per month to close deals, support the team, and build relationships

- Immediate availability — we need you there tomorrow (flexible on contract-to-hire to start)

THE PERSONALITY

You're hungry, obsessed, and on a steep growth trajectory.

- Motivational and charismatic — people want to run through walls for you (likely a high D/I on DISC)

- Opinionated about customer success — you know retention and expansion are where real revenue is built

- Competitive and driven — you work hard, including occasional Saturdays when deals demand it

- A believer in equity — you understand startup upside and want meaningful ownership in a rocket ship

NICE-TO-HAVES

- Experience selling into retail, foodservice, or distribution channels

- Track record of creating or taking a customer success motion to the next level

- "Best sales person” I've ever worked with" references

- EOS

RESPONSIBILITIES

SALES LEADERSHIP & STRATEGY

- Own Panoptyc's top-line core revenue targets and build a scalable GTM strategy across enterprise and mid-market segments

- Develop and manage KPIs across pipeline generation, conversion, expansion, and retention

- Lead forecasting, sales planning, and territory strategy across channels and verticals

- Implement proven sales methodologies and coaching frameworks (Sandler, MEDDIC, etc.)

- Navigate and improve processes in an environment that's sometimes ambiguous—you build structure where needed

TEAM BUILDING & COACHING

- Recruit, train, and manage a team of AEs, SDRs, and Account Managers

- Foster a performance culture rooted in accountability, urgency, and collaboration

- Be the motivational force that elevates average performers to great ones

- Partner with Marketing and RevOps to optimize lead flow, enablement, and analytics

ENTERPRISE & MID-MARKET SALES

- Close high-value deals yourself (6-7 figure ARR)

- Build and maintain executive relationships with top accounts and distributors

- Creatively unblock complex, multi-stakeholder deal cycles

- Move deals that others consider dead—you find the path forward

- Collaborate with Product, Engineering and Customer Success on feedback loops and customer-driven innovation

CUSTOMER SUCCESS OWNERSHIP

- Drive expansion revenue and net retention in existing accounts

- Build customer success strategies that turn customers into advocates and reference accounts

- Ensure seamless handoffs from sales to success and back to sales for upsells

PROCESS & SYSTEMS

- Refine Panoptyc's CRM and reporting infrastructure for pipeline visibility and forecast accuracy

- Partner with RevOps/BI to maintain pipeline hygiene and data integrity

- Establish incentive structures that reward growth, retention, and team performance

- Build repeatable systems while maintaining the speed and agility of a startup

THE HIRING PROCESS

We take hiring seriously. Expect:

- Multiple interviews with Founder, C-Suite, and team members

- A working session where we dig into your deals, process, and leadership style

- We're…