Director of Sales

We're a minority-owned SaaS platform helping 25,000+ small businesses through government and nonprofit partners. We're at $2M ARR and growing fast. This is the role that takes us to $10M—and you'll own how we get there.

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📍 Remote, US

💼 Full-time

📈 Reports to Founder

📅 Target start: 6–8 weeks

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Compensation

Base salary: $80–110K

Commission (net new ARR): $90–110K Uncapped

Total OTE: $180–220K + MBO bonuses

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The opportunity

You'll be our first true sales leader—not an IC, not an inherited team. You'll sell personally while building the machine: hiring and coaching AEs, designing the process, and owning pipeline math from day one.

You'll inherit one strong AE and have authority to hire a second concurrently. As we scale, the team grows with you.

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What you'll own

✓ Personally close net new ARR—you're still in the field

✓ Hire, ramp, and coach AEs to quota

✓ Design and own the full sales process, from free tier conversion to enterprise close

✓ Build the pipeline model—close rates, ramp times, CAC, forecasting

✓ Lead strategic account relationships: SBDCs, CDFIs, government partners

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Must-haves

✓ 3–5 years in a Director, Head, or Sales Manager role

✓ Currently at a company under $50M ARR

✓ Closed deals personally in the last 6 months

✓ Hired and coached at least 3 AEs to quota

✓ Fluent in PLG + sales-assisted motion

✓ Thinks in pipeline math—close rates, ramp times, CAC

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Strong fit

★ Sold to public sector, nonprofits, higher ed, or CDFIs

★ Genuinely lights up about serving underrepresented entrepreneurs

★ Grew with a SaaS company from $1–5M to $10–20M ARR

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Not a fit if you

• Haven't closed a deal in 12+ months
• Only sold pure top-down enterprise
• Only have experience at companies over $50M ARR

The interview process

• 30 min with David—chemistry, mission fit, motivations
• 6 min with David—3 recent closes + 1 AE you coached to quota
• Working session—draft a 90-day plan for Catalyzer using real data
• Team fit—30 min with our AE and Head of Customer Success
• Offer within 48 hours of final interview if it's a yes