Senior Director of Sales

Location: Remote United States
Start Date: Immediate (contract-to-hire option available)

Department: Revenue / Go-To-Market

Type: Full-Time | Executive

Compensation: $130,000 - $180,000 base salary + uncapped commission (OTE 300K - 400k~)

Panoptyc is the AI platform that helps 20,000+ retail stores detect and deter theft in real time. Our vision is to make loss prevention intelligent, proactive, and profitable. We're rapidly expanding from our core market of corporate food service into grocery, c-stores, and broader retail verticals.

Help us scale from where we are today to $150M ARR over the next 5 years. This could be the defining achievement of your career.

We're title-flexible and care more about fit than labels. We'd love a Director of Sales from a best-in-class company, or a VP ready to roll up their sleeves. What matters: you're the best sales leader your former colleagues have ever worked with.

This is a player-coach role for someone who can close enterprise and mid-market deals themselves while building and leading a high-performing team. You'll own Panoptyc's core revenue engine—from strategy to execution—across our AI software + hardware product line through direct and channel sales.

You'll work closely with the Founder and C-Suite to:

• Strengthen distribution partnerships with national and strategic accounts

• Build repeatable, data-driven sales processes in an environment that's sometimes ambiguous and still building infrastructure

• Lead, coach, and hire a team of full-cycle sales reps, account managers, and SDRs

• Own and close key deals yourself—you're in the trenches with your team

• Expand into adjacent retail verticals (grocery, c-stores, apparel, dining)

• Drive customer success and expansion—we've landed accounts and need to grow them

• A "hungry and competent" former high-performing AE who has stepped into leadership (Team Lead/Manager) within the last 1–3 years.

• Must be willing to "get their hands dirty," sell alongside the team, and work "in the trenches" rather than just managing from afar.

• Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growth

• The preference is for a Mid-Market/SMB background rather than pure Enterprise, as we need someone who prioritizes speed and volume over the long, slow cycles of multi-million dollar deals.

• Player-coach mentality — you can sell and lead simultaneously

• Creative deal-maker — you unblock stuck deals and move the unmovable through creative problem-solving and relentless follow-through

• Travel ready — minimum 3x per month to close deals, support the team, and build relationships

• Immediate availability — we need you there tomorrow (flexible on contract-to-hire to start)

You're hungry, obsessed, and on a steep growth trajectory.

• Motivational and charismatic — people want to run through walls for you (likely a high D/I on DISC)

• Opinionated about customer success — you know retention and expansion are where real revenue is built

• Competitive and driven — you work hard, including occasional Saturdays when deals demand it

• A believer in equity — you understand startup upside and want meaningful ownership in a rocket ship

• Experience selling into retail, foodservice, or distribution channels

• Track record of creating or taking a customer success motion to the next level

• "Best sales person” I've ever worked with" references

• EOS

• Own Panoptyc's top-line core revenue targets and build a scalable GTM strategy across enterprise and mid-market segments

• Develop and manage KPIs across pipeline generation, conversion, expansion, and retention

• Lead forecasting, sales planning, and territory strategy across channels and verticals

• Implement proven sales methodologies and coaching frameworks (Sandler, MEDDIC, etc.)

• Navigate and improve processes in an environment that's sometimes ambiguous—you build structure where needed

• Recruit, train, and manage a team of AEs, SDRs, and Account Managers

• Foster a performance culture rooted in accountability, urgency, and collaboration

• Be the motivational force that elevates average performers to great ones

• Partner with Marketing and RevOps to optimize lead flow, enablement, and analytics

• Close high-value deals yourself (6-7 figure ARR)

• Build and maintain executive relationships with top accounts and distributors

• Creatively unblock complex, multi-stakeholder deal cycles

• Move deals that others consider dead—you find the path forward

• Collaborate with Product, Engineering and Customer Success on feedback loops and customer-driven innovation

• Drive expansion revenue and net retention in existing accounts

• Build customer success strategies that turn customers into advocates and reference accounts

• Ensure seamless handoffs from sales to success and back to sales for upsells

• Refine Panoptyc's CRM and reporting infrastructure for pipeline visibility and forecast accuracy

• Partner with RevOps/BI to maintain pipeline hygiene and data integrity

• Establish incentive structures that reward growth, retention, and team performance

• Build repeatable systems while maintaining the speed and agility of a startup

We take hiring seriously. Expect:

• Multiple interviews with Founder, C-Suite, and team members

• A working session where we dig into your deals, process, and leadership style

• We're looking for someone who former colleagues call "the best sales person I've ever worked with"

• Competitive base salary + aggressive commission structure + meaningful equity

• You need to believe in the equity—this is a wealth-creation opportunity

• Health, dental, and vision benefits

• Flexible PTO and hybrid work options

• Opportunity to join a fast-scaling AI company redefining retail security

• EOS - We live EOS and expect our team members to as well

• Core Values

  • Honest: Speak the truth; be direct and opinionated.

  • Obsessive: Care intensely about our customers, our product and our mission.

  • Urgent: Move fast, prioritize well, with a bias toward action.

  • Systematic: Think analytically and build scalable solutions.

  • Excellence: Pursue quality, execute, and exceed expectations.

If you're the type of sales leader who gets energized by building something massive, who thrives on closing impossible deals, and who wants to be part of a category-defining company, we want to meet you.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.