Director of Mid-Market Sales
Vapi (/ˈVɑːpi/):
Voice AI that resolves, not transfers
Powering 1 billion calls for companies like Amazon Ring, Intuit, ServiceTitan, and New York Life
Trusted by 1 million developers building the future of voice agents
Backed by Peak XV, Bessemer, Kleiner Perkins, M12, Y Combinator, and more with $72M raised
Why We're Hiring This Role
As we scale our go-to-market engine, we need a frontline leader who brings rigor, predictability, and execution to our Mid-Market Account Executive organization. Forecast accuracy, outbound discipline, and deal velocity are critical to hitting our next stage of ARR growth.
This is a high-impact role: you'll shape the selling culture, operational cadence, and performance standards that define the next chapter of Vapi's revenue organization.
What You'll Do
First 30 Days
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
60 Days
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
90 Days
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
Who You Are
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.
Why Vapi
Generational impact - build the human interface for every business on the planet
Ownership culture - 70% of the company are previous founders; we operate with high autonomy and high accountability
Kind team - our founders, Jordan and Nikhil, set the tone: smart, direct, and genuinely good people
Tier-1 backing - YC, Kleiner Perkins, Bessemer, and M12 in your corner
What We Offer
Competitive salary + equity - real ownership in a company with real momentum
Comprehensive health coverage - medical, dental, and vision
Quarterly off-sites - we invest in the team, not just the work
Flexible PTO - take what you need
$10K annual L&D budget - we're serious about your growth
Perks: catered meals, transportation, and gym access