Sales Director- San Francisco HQ

About Orb:

Orb is redefining what billing software can be, turning one of the most complex parts of running a business into a strategic driver of growth. We're building the revenue design platform that helps teams automate billing, evolve pricing, and grow revenue with confidence. We work with companies like Vercel, Pinecone, Perplexity, and Replit to help them price smarter, bill accurately, and capture more of the revenue they've earned.

Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a team that moves fast, holds itself to high standards, and is serious about changing how companies grow.

For SF Bay Area and NYC residents, we've built a hybrid work culture where we are in office 3 days/week. For remote roles, we ask you to join us in person 1x per quarter. Our values, customer centricity, minutes matter, run with it, attention to detail, and go further together are at the core of everything we do.

About the role

The Sales team at Orb is responsible for identifying, engaging, and closing high-potential accounts across mid-market and enterprise segments. In this role, the Sales Director will support their AEs in the field to help them manage complex, technical sales cycles, cultivate their pipeline, and develop skills to become better sellers and professionals. The team operates in a collaborative environment with strong cross-functional ties to Product, Solutions Architecture, and Marketing. Team selling is foundational to the go-to-market approach.

In this role you will:

• Consistently meet and exceed our New Logo bookings goals each quarter & year.
• Develop and demonstrate repeatability from pipeline generation to deal execution.
• Use your analytical skill and extensive Sales leadership to identify challenges within the sales funnel and devise interventions that drive additional growth.
• Maintain a strong focus on operational excellence, establishing and operationalizing the right processes and rhythm of business through your team members that drives performance in line with forecast.
• Lend your expertise to strategically important deals at critical moments – bringing along internal & external stakeholders to get things across the finish line.
• Demonstrate excellent judgment in talent management, utilizing best practices in hiring, performance management, and employee development to maintain a high-performing, diverse team.
• Gain a deeper understanding of Orb’s software, customers, sales processes, and marketing intent signals to better target future customers.
• Develop your product knowledge to serve as an internal Sales subject matter expert in the billing and revenue design space.

About You:

• Minimum of 8 years in sales management with proven track record of success in a high-growth SaaS environment
• You have led teams focused on selling from mid market and enterprise accounts and possess a deep understanding of navigating complex organizations and sales cycles.
• You have executive presence and experience as an executive sponsor for C-level Relationships.
• Exceptional coaching and mentoring skills with a proven ability to develop and inspire sales talent.
• You have a track record of exceeding quarterly and annual team quotas through manager skill development and executing programmatic training, sales, and marketing programs.
• You use data to reflect on past performance and inform your next move. You know how to use Salesforce to deepen your analysis and can report your findings to guide your team’s future strategy.
• Your soft skills strengthen your leadership and provide an inclusive model for your team.
• Your colleagues can trust your clear communication, deep organizational skills, and flexible time management.
• You value learning and are always working to develop your craft. You are reflective about your strengths and growth areas and seek out ways to become a better leader and contributor.
• Strong strategic thinking and planning skills, with a data-driven approach to decision-making.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.
• Proven ability to recruit, hire, onboard & keep top sales talent.
• A collaborative and results-oriented work style with a strong sense of urgency.

Benefits

• Excellent medical, dental, and vision insurance
• One Medical membership
• Unlimited PTO plus an additional week off between Christmas and New Year’s
• 401k plan
• 16-week paid parental leave with equity vesting
• Commuter stipend
• Catered lunches in the office
• Annual learning & development stipend
• Meaningful equity in the form of stock options

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.