Senior Director of Sales

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.

The Opportunity

Help us scale from where we are today to $300M 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

What Makes You the Right Fit

The Must-Haves

8+ years in SaaS/technology sales, with experience leading teams (ideally 10-20+ people)
Proven track record building or scaling sales teams to $20M+ ARR with 75%+ YoY growth
Significant experience closing 6 and 7-figure ARR deals in enterprise and mid-market segments
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)

The Personality

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

Nice-to-Haves

• 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

Responsibilities

Sales Leadership & Strategy
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
Team Building & Coaching
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
Enterprise & Mid-Market Sales
Close high-value enterprise 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

Customer Success Ownership

• 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
• Process & Systems
• 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

What We're Building Toward

This role is not just about hitting this year's number. We're backed by top growth equity firms and building toward $300M ARR in 5 years. If you help us get there, this will be one of the biggest achievements of your career—both professionally and financially.

The Hiring Process

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"

Compensation

• 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
• Culture & Expectations
• 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.

Let's Talk

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.