Job description

About Smartcat Smartcat is building the future of work, where human expertise meets digital teammates to drive 10x to 1000x productivity gains for the world’s leading enterprises. We’re on the frontier of an entirely new category: Agentic AI. We enable enterprises to build high-performing hybrid workforces made up of both humans and AI agents. These AI agents aren’t generic copilots. They’re fully trained digital teammates that learn from your best people, your content, and your business strategy—ready to get to work from day one. Our platform combines generative AI, human-in-the-loop workflows, and a living Enterprise Skill Graph that continuously learns and improves. Whether you're launching a product globally, onboarding new hires, translating learning content, or aligning legal teams across regions, Smartcat turns knowledge into action and action into scale. Over 1,000 companies, including 20% of the Fortune 500, rely on Smartcat to bring their business to the world—instantly, accurately, and in every language. As a Series C company with consistently high year-over-year growth, we’re scaling fast and investing in people who want to shape the future of work with us. Join us in unlocking global potential, one human and agent team at a time. WHY YOU SHOULD JOIN OUR TEAM Smartcat is in the midst of an exciting growth phase, as our ACV and ARR continue to climb. This is an amazing opportunity for a Director of Sales to help take the performance of the team to the next level. You will have the opportunity to lead a global team, and be at the forefront of helping organizations become more efficient with the use of Agentic AI. MISSION In this role you will be responsible for leading a team of Account Executives. This is a team of individuals who are both hunters and farmers, who are responsible for building relationships and driving revenue. Your mission will be to upskill and develop the Account Executives to take their performance to new heights, by achieving and exceeding team ARR goals. Through an AI-first and data-driven approach, the Director of Sales will unlock the team’s potential, helping Smartcat to continue our exceptional growth. OUTCOMES Leads the team to consistently meet or exceed quarterly ARR targets Consistently meet or exceed monthly KPI’s: pipeline generation, sales cycle time and progression towards team’s quota attainment Proactively forecasts and analyzes sales metrics and pipeline data to identify and remove potential roadblocks Coaches and develops a team of Account Executives to unlock their highest potential HOW YOU’LL RAMP By Day 30: Gain deep knowledge of Smartcat’s product and begin to form key relationships with partners from the Go-to-Market Team. Learn current sales processes, ICP’s, and existing metrics Evaluate team’s performance and individual metrics of each Account Executive By Day 60: Analyze data from the sales funnel to identify areas of strength and opportunity. Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives. Start training and coaching initiatives focused on helping reps speed up cycle times, objection handling and deal acceleration. By Day 90: Track and report on improvements Establish ongoing cadence for regular forecast reviews, standups and performance coaching Optimize processes and scale what works WHAT YOU’VE ACCOMPLISHED: Proven, long term, success leading a Sales team within a high-growth SaaS or AI environment Background in leading sales executives who do both the hunting and farming Experience creating or reinventing the sales playbook to achieve greater outcomes Strong expertise using AI to improve team productivity and performance Strong experience recruiting, retaining and developing a high powered, global sales team Ability and eagerness to quickly learn new products Skilled in holding teams accountable to achieve their quarterly quota You have a data driven approach in identifying and overcoming challenges within the sales funnel; deeply familiar with the MEDDPIC framework Ability to thrive in a fast-paced, high growth environment Comfortable working with remote teams across time zones Openness to feedback and alternative opinions and ideas Why joining Smartcat might be your best move so far A global, connected team We’re a team of 200+ people across 30+ countries, working together through a hub-and-spoke model anchored in eight key locations: New York, London, Lisbon, Costa Rica, Serbia, Armenia, Georgia, and Spain. Most of our roles are remote-friendly, giving you the flexibility to do your best work from where you thrive. For customer-facing teams, we prioritize proximity to our customers, ensuring we stay deeply connected to their needs and deliver an exceptional experience. No matter where you’re based, you’ll be part of a highly collaborative, globally-distributed team that values ownership, speed, and meaningful impact. Be part of an AI Native Organization We are highly innovative, using AI across all areas of the organization to accelerate decision-making and free people to focus on strategy and high-impact work. We embrace new ideas and encourage all Smartcaters, regardless of level or department, to manage their own AI Agents. At Smartcat you’ll shape how AI transforms the workplace and play an integral role in ensuring Smartcat remains a leader in AI innovation. Innovating a $100 Billion industry Smartcat is reshaping the $100B multilingual content industry with an AI-powered platform that makes it easy for companies to create, translate, and localize global content at scale. Our platform enables enterprise teams to move away from slow, traditional outsourcing methods, and achieve fast, high-quality results, at a fraction of the cost. Join the rocketship to scale-up 10x and beyond together We are looking for someone to become an integral part of our team and play a crucial role in the most exciting part of our journey: transitioning from a post-Series C startup to a company exceeding $100M in ARR and $1B in valuation. Our journey isn’t for the faint of heart. We are growing at 130% YoY, thanks to our strong product-market fit and high-performing team, and plan to accelerate from here. Smartcat Culture Code : Where Diversity Meets High Performance At Smartcat, we are committed to building a culture that highlights respect and appreciation for each individual's unique background and perspective, while maintaining a strong focus on results and engagement. We believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at work. Our commitment to inclusion is steadfast, and we stand firmly against discrimination and harassment.

Requirements

Must-haves

Leads the team to consistently meet or exceed quarterly ARR targets
Consistently meet or exceed monthly KPI’s: pipeline generation, sales cycle time and progression towards team’s quota attainment
Proactively forecasts and analyzes sales metrics and pipeline data to identify and remove potential roadblocks
Coaches and develops a team of Account Executives to unlock their highest potential
Gain deep knowledge of Smartcat’s product and begin to form key relationships with partners from the Go-to-Market Team.
Learn current sales processes, ICP’s, and existing metrics
Evaluate team’s performance and individual metrics of each Account Executive
Analyze data from the sales funnel to identify areas of strength and opportunity.
Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives.
Start training and coaching initiatives focused on helping reps speed up cycle times, objection handling and deal acceleration.
Track and report on improvements
Establish ongoing cadence for regular forecast reviews, standups and performance coaching
Optimize processes and scale what works
Proven, long term, success leading a Sales team within a high-growth SaaS or AI environment
Background in leading sales executives who do both the hunting and farming
Experience creating or reinventing the sales playbook to achieve greater outcomes
Strong expertise using AI to improve team productivity and performance
Strong experience recruiting, retaining and developing a high powered, global sales team
Ability and eagerness to quickly learn new products
Skilled in holding teams accountable to achieve their quarterly quota
You have a data driven approach in identifying and overcoming challenges within the sales funnel; deeply familiar with the MEDDPIC framework
Ability to thrive in a fast-paced, high growth environment
Comfortable working with remote teams across time zones
Openness to feedback and alternative opinions and ideas

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick