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Papaya Global is a rapidly growing B2B SaaS unicorn ($400M+ raised) revolutionizing the global payroll and payments industry. The company provides a comprehensive platform for managing global workforces across 160+ countries, from hiring and onboarding through employee management and payments.
As Director of Sales, US, you will lead a team of Account Executives while remaining hands-on in driving strategic deals with enterprise and mid-market international organizations. This is a dual-responsibility role combining people leadership with direct sales execution.
Key responsibilities include:
**Sales Leadership & Team Management**: Lead, mentor, and develop a team of Account Executives throughout the full sales cycle. Drive team performance against revenue targets and sales goals. Provide coaching, deal support, and strategic guidance.
**Strategic Business Development**: Identify and develop new business opportunities with mid-market and enterprise global organizations. Build relationships with senior stakeholders and decision-makers. Play a key role in strategic and complex deals.
**Hands-On Sales Execution**: Remain actively involved in the sales process, supporting and closing high-value opportunities. Deliver compelling, tailored demos and presentations to senior stakeholders. Manage strategic deals from early engagement through closing.
**Consultative Selling**: Develop deep understanding of client challenges related to global payroll, compliance, and international workforce management. Position Papaya's platform as a strategic solution delivering measurable value and ROI.
**Cross-Functional Collaboration**: Work closely with Product, Marketing, and Operations teams to align client needs with platform capabilities. Provide field feedback to support product and go-to-market improvements.
**AI-Enabled Sales**: Leverage AI-driven tools and sales intelligence to improve pipeline management, deal prioritization, forecasting accuracy, and customer targeting. Use AI-assisted insights for executive-level conversations, objection handling, and competitive positioning.
Requirements: 8+ years B2B SaaS sales experience with a strong track record closing complex deals. Previous sales leadership experience (Team Lead, Manager, or Director level). Ability to lead and mentor AEs while driving deals directly. Full sales cycle experience with enterprise or mid-market organizations. Background or familiarity with global payroll, HR tech, or fintech platforms. Strong communication and presentation skills. Entrepreneurial mindset and ability to operate in fast-paced, global environment. Collaborative, team-oriented approach.
