About the company
Vapi is a Voice AI platform that resolves, not transfers. Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life. Trusted by 1 million developers. Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised.
Responsibilities
- Develop a deep understanding of pipeline health, forecast methodology, ICP segmentation, and deal velocity.
- Build trust with Mid-Market AEs through hands-on deal coaching and field presence.
- Assess the current forecasting process and identify gaps in accuracy, inspection, and accountability.
- Align with Sales Development, Solutions Engineering, Marketing, and RevOps on pipeline coverage and opportunity progression.
- Implement a rigorous weekly forecasting cadence with clear inspection criteria and defined commit standards.
- Run structured deal reviews and pipeline inspections to improve win rates and reduce sales cycle time.
- Reinforce outbound discipline within the AE team to ensure consistent self-sourced pipeline generation.
- Begin driving sales methodology adoption (MEDDPICC) to increase consistency across deals.
- Deliver reliable forecast rollups to the VP of Sales with clear visibility into risk and upside.
- Demonstrate measurable improvement in pipeline hygiene, stage conversion rates, and forecast predictability.
- Support recruiting, onboarding, and ramping new AEs with clear hiring profiles and success benchmarks.
- Establish a high-performance sales culture grounded in accountability, coaching, and operational rigor.
Requirements
- 7+ years in B2B SaaS sales with at least 3 years in frontline sales management (Manager, Director, or RVP).
- Proven forecast accuracy: consistent track record of calling your number and delivering against quota in high-growth environments.
- Mid-Market expertise: experience leading AEs selling into mid-market accounts with deal sizes in the $240K–$1M+ ARR range.
- Complex deal coach: skilled at guiding multi-stakeholder sales cycles involving developers, technical buyers, and C-suite executives.
- Methodology fluency: strong command of MEDDPICC, Challenger, Sandler, Command of the Message, or a comparable framework.
- Builder mentality: hands-on operator who thrives in early-stage environments and can create process from scratch.
- Analytically driven: strong pipeline management skills and CRM discipline — Salesforce experience strongly preferred.
- People leader: excellent communicator who earns trust, leads by example, and brings out the best in their team.
- Bonus: Background in developer tools, API-first products, infrastructure, AI, or voice technology.
Conditions
- Competitive salary + equity.
- Comprehensive health coverage: medical, dental, and vision.
- Quarterly off-sites.
- Flexible PTO.
- $10K annual L&D budget.
- Perks: catered meals, transportation, and gym access.