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Bland AI is building human-like AI phone agents and has raised $100M backed by Emergence Capital, Y Combinator, and founders of PayPal and Twilio. The company powers voice automation for enterprise customers like Better.com and is a 90-person Series C startup.
You will lead the enterprise sales organization as a front-line director. The team is already in place; your role is to coach them daily, manage pipeline and forecasting, and drive deal execution. You'll work on 6- and 7-figure deal cycles alongside your reps from initial conversation through close, leading executive conversations and sharpening deal strategy. You'll build lasting C-suite relationships across customer organizations and own critical decisions on pricing, escalation timing, and deal strategy.
Key responsibilities include:
- Coach experienced enterprise AE team through deal reviews, pipeline management, call coaching, and forecasting
- Participate directly in complex deal cycles, leading executive conversations and helping close large deals
- Build and maintain C-suite relationships across customer organizations
- Manage deal risk identification, stakeholder mapping, and accurate forecasting
- Make strategic decisions on pricing, escalation, and deal approach
- Leverage Bland's co-founders when appropriate to move deals forward
- Shape the go-to-market function by working with Marketing, RevOps, and Product on sales process, playbooks, team structure, and hiring
- Use AI tools throughout the sales cycle (research, outreach, call summaries, forecasting) to eliminate low-value work and focus team time on customers
Requirements:
- 8-10 years of enterprise sales experience, including front-line leadership of enterprise account executive teams
- Proven experience building and scaling a sales organization (process, hiring, team structure)
- Track record leading a team against $12M+ annual quota and closing complex 6-7 figure ACV deals
- Demonstrated ability to coach reps to excellence; experience building playbooks, not just executing them
- Proven multi-threading and C-suite relationship-building skills
- Comfort operating in fast-moving, hard-working startup environment
- Strong verbal and written communication with analytical, data-driven approach
Preferred qualifications:
- Familiarity with AI landscape, key players, and emerging trends
- Experience selling technical, developer-first, or API-based products
