Job description

ABOUT SPRIG Sprig is the customer survey platform, rebuilt around AI agents. For two decades, teams have relied on Qualtrics, Medallia, and SurveyMonkey to understand their customers. These platforms were built for a slower era, with manual setup, fragmented workflows, and insights that arrive too late to shape decisions. The gap between how fast products move and how fast research can keep up has never been wider. We're building something different. With Sprig, AI agents design studies, adapt surveys in real time, and turn responses into clear, actionable insight. Teams move from question to evidence in hours instead of weeks, without sacrificing rigor. Product teams no longer guess. They know. Our mission is to make deep customer understanding effortless and always on, so the best teams in the world can build products their customers love. Companies like Microsoft, DoorDash, Notion, Figma, Coinbase, and TripAdvisor use Sprig to stay close to their users. Backed by $85M from Andreessen Horowitz, Accel, and First Round Capital, we're growing quickly across the world's leading product organizations. The category is being rebuilt, with AI at the core. If you're excited by hard problems and the chance to define how modern teams understand their customers, we'd love to meet you. ABOUT THE ROLE We're hiring a Director of Sales, Mid-Market to lead and scale one of Sprig's most important revenue engines as we enter our next stage of growth. You'll own mid-market sales performance, lead our Account Executive and Business Development teams, and build the repeatable sales motions that accelerate customer acquisition and revenue growth. This is a hands-on leadership opportunity for a proven sales leader who knows how to build exceptional teams, develop top-performing sellers, and consistently deliver results. You'll work directly with AEs on strategic opportunities, strengthen our outbound pipeline engine, and establish the coaching, accountability, and operational discipline needed to scale a high-performing sales organization. Reporting directly to our Chief Revenue Officer, you'll have meaningful ownership of our mid-market sales strategy and execution. As Sprig expands its AI-native platform and scales toward its next stage of growth, you'll play a critical role in shaping our sales organization, developing future sales leaders, and building a predictable, high-performing revenue engine. We're looking for someone who is equally energized by winning a competitive deal, coaching a rep to their next breakthrough, and building a team that consistently exceeds expectations. This role requires four days per week in our downtown San Francisco HQ, conveniently located near Montgomery BART (Wednesday is our optional work-from-home day). YOUR IMPACT - Drive mid-market revenue growth. Own team performance against revenue targets, driving pipeline generation, deal execution, and predictable results. - Build a high-performing sales team. Recruit, coach, and develop exceptional Account Executives and BDRs, fostering a culture of accountability, continuous improvement, and high performance. - Lead from the front. Partner directly with AEs on strategic opportunities, providing hands-on deal coaching, executive engagement, and negotiation support to win competitive deals. - Scale a repeatable sales engine. Strengthen outbound prospecting, sales processes, and pipeline management to improve conversion rates, deal velocity, and seller productivity. - Shape our go-to-market strategy. Partner with the CRO and cross-functional leaders to refine our sales motion, identify growth opportunities, and accelerate customer acquisition. - Drive operational excellence. Leverage data, AI, and modern sales technology to improve forecasting accuracy, sales effectiveness, and overall team performance. YOUR STRENGTHS - Proven Sales Leader. 2+ years managing quota-carrying AEs in B2B SaaS, with a demonstrated track record of achieving or exceeding revenue targets and developing high-performing teams. - Credible Seller and Deal Coach. Successful experience as a Mid-Market or Enterprise AE, with the ability to navigate complex sales cycles, win competitive deals, and coach reps through close. - Exceptional Talent Developer. Proven ability to recruit, ramp, coach, and retain strong sales talent while maintaining high standards of performance and accountability. - Pipeline and Outbound Expert. Deep understanding of outbound prospecting, BDR effectiveness, pipeline generation, and building predictable new-business revenue. - Strategic, Data-Driven Operator. Strong command of forecasting, sales metrics, and repeatable sales processes, with the ability to translate insights into measurable results. - High-Growth, AI-Forward Mindset. Experience building or scaling sales teams in a high-growth SaaS environment, with the adaptability and curiosity to embrace AI and modern sales technology. - Startup Builder. Experience building or scaling sales teams in a high-growth B2B SaaS environment, with the resourcefulness to establish repeatable sales motions, adapt quickly, and leverage AI and modern sales technology to drive results. BENEFITS AND PERKS - Competitive Salary - Competitive Employee Equity - 401K Program - Medical, Dental, and Vision Benefits - FSA/HSA Benefits - $175/month Commuter Benefit - Additional Wellbeing Benefit - Flexible Paid Time Off - Paid Parental Leave - Professional Development Stipend - Hybrid Office Policy - Lunch and dinner daily - Company Sponsored Social Events At Sprig, we pride ourselves on being a people-first company where your contributions matter and your impact is visible. We’ve been recognized as a Great Place to Work® for three consecutive years and have also been named one of Fortune’s Best Workplaces in the Bay Area® and one of Built In’s Best Places to Work®. If you're excited about helping build products that millions of users love while shaping the future of AI-powered user research, we'd love to meet you. Our Commitment to Diversity and Inclusion We prioritize diversity within our team and value different perspectives, educational backgrounds, and life experiences. We encourage people from underrepresented backgrounds to apply. Employee Pay Disclosure The OTE range for this full-time position is $325,000 - 375,000 + Equity + Benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all locations (San Francisco, CA; New York, NY). Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in postings reflect the OTE only, and do not include equity or benefits. ***Please beware of scammers who are posing as Sprig and Sprig team members. Our recruiters use @sprig.com sprig.com email addresses exclusively. We do not conduct interviews via text or instant message, and we do not ask candidates to purchase equipment through us or solicit money from you. If you have been contacted by someone claiming to be from a different domain about a job offer, please report it as potential job fraud to law enforcement and contact us.

Requirements

Must-haves

We're looking for someone who is equally energized by winning a competitive deal, coaching a rep to their next breakthrough, and building a team that consistently exceeds expectations.
Drive mid-market revenue growth. Own team performance against revenue targets, driving pipeline generation, deal execution, and predictable results.
Build a high-performing sales team. Recruit, coach, and develop exceptional Account Executives and BDRs, fostering a culture of accountability, continuous improvement, and high performance.
Lead from the front. Partner directly with AEs on strategic opportunities, providing hands-on deal coaching, executive engagement, and negotiation support to win competitive deals.
Scale a repeatable sales engine. Strengthen outbound prospecting, sales processes, and pipeline management to improve conversion rates, deal velocity, and seller productivity.
Shape our go-to-market strategy. Partner with the CRO and cross-functional leaders to refine our sales motion, identify growth opportunities, and accelerate customer acquisition.
Drive operational excellence. Leverage data, AI, and modern sales technology to improve forecasting accuracy, sales effectiveness, and overall team performance.
Proven Sales Leader. 2+ years managing quota-carrying AEs in B2B SaaS, with a demonstrated track record of achieving or exceeding revenue targets and developing high-performing teams.
Credible Seller and Deal Coach. Successful experience as a Mid-Market or Enterprise AE, with the ability to navigate complex sales cycles, win competitive deals, and coach reps through close.
Exceptional Talent Developer. Proven ability to recruit, ramp, coach, and retain strong sales talent while maintaining high standards of performance and accountability.
Pipeline and Outbound Expert. Deep understanding of outbound prospecting, BDR effectiveness, pipeline generation, and building predictable new-business revenue.
Strategic, Data-Driven Operator. Strong command of forecasting, sales metrics, and repeatable sales processes, with the ability to translate insights into measurable results.
High-Growth, AI-Forward Mindset. Experience building or scaling sales teams in a high-growth SaaS environment, with the adaptability and curiosity to embrace AI and modern sales technology.

Nice-to-haves

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aifigmago

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off

Parental Leave

Professional Development