Director, Commercial Sales

As the Director of Commercial Sales at Culture Amp, your main responsibilities will include developing and executing a strategic vision for the sales team, driving revenue growth, and ensuring that the team consistently meets quota targets. You’ll manage daily sales operations, guide your team on pipeline management, and participate in customer meetings to support the presentation of compelling business cases that align with Culture Amp’s mission and values.

Candidates for the Director of Commercial Sales position at Culture Amp should have at least 3 years of sales management experience in Commercial or Mid-Market B2B SaaS sales. A proven track record of leading successful sales teams, strategic thinking ability, and strong cross-functional collaboration skills are essential for success in this role.

At Culture Amp, the development of our sales teams is a top priority. As the Director of Commercial Sales, you will have the opportunity to recruit, coach, and mentor SaaS sales professionals. Culture Amp provides coaching programs and resources designed to help employees thrive both personally and professionally, ensuring ongoing development and success for the entire team.

The work environment at Culture Amp is collaborative and dynamic. As the Director of Commercial Sales, you will be expected to work on-site 1-2 days per week at one of our hub locations in New City, New York or other offices. Our company culture prioritizes innovation, teamwork, and personal growth, making it a fulfilling place to build a career.

The compensation for the Director of Commercial Sales at Culture Amp is competitive, featuring a base salary range between $150,000 and $180,000, along with an OTE range of $250,000 to $300,000. Additionally, the compensation package includes equity, benefits, and other incentives that reflect our commitment to fair and equitable pay.

When answering this question, highlight specific achievements you've had as a sales manager in the B2B SaaS sector. Discuss your approach to recruiting and developing talent and share a success story of a time your leadership helped elevate team performance and achieve sales goals.

Illustrate your strategies for enhancing cross-departmental communication and collaboration. Speak about your experience with aligning the sales team with marketing, product, and customer success initiatives to ensure a cohesive approach to client needs and business goals.

Discuss various methodologies such as KPIs, regular performance reviews, and feedback sessions you implement to track team performance. Share how you handle both high and low performers and the steps you take to develop a culture of accountability within your team.

Provide a specific example of a challenging market situation where you had to pivot your sales strategy. Focus on the actions you took, the results achieved, and the lessons learned that could apply to your new role at Culture Amp.

Talk about your coaching style, whether it’s through one-on-one meetings, shadowing, or providing constructive feedback. Highlight examples where your coaching led to increased sales effectiveness or personal development among your team members.

Share your recruitment strategy emphasizing the importance of cultural fit. Discuss how you assess candidates not just for their skills, but also for their alignment with Culture Amp’s values and mission.

Discuss how you prepare for customer meetings, including tailoring your presentation to the audience, understanding their needs, and leveraging data to support your business cases. Highlight past successes where your approach led to significant wins.

Explain your strategies for keeping the team motivated, such as setting clear goals, celebrating wins, providing incentives, and fostering a supportive environment. Provide specific examples of how you have successfully maintained a motivated team.

Discuss your experience using data analytics for sales forecasting, performance tracking, and strategy development. Highlight any tools you use, such as Salesforce.com, and share how you utilize this data to inform your decisions.

Talk about your experience in networking and relationship building, particularly with C-suite executives. Share strategies for engaging these stakeholders, the value you bring to the relationship, and how you maintain those connections over time.