Sales Director

About So Shall We We partner with mid-market owners and executives in the US to drive bottom-line growth with mutual upside. We combine consulting, full-stack execution, and aligned incentives to eliminate what is wrong with the traditional agency model. The role Own our sales function. You close founders and CEOs, coach our setters, and keep the pipeline clean. - Type: Full-time, permanent - Start: Tuesday, December 1, 2026 - Location: Remote on US business hours, or move to our Buenos Aires office - Reports to: CRO/CEO - Pay: Competitive base salary with strong performance-based bonus upside. You own sales. Our team qualifies leads, gathers business info, and preps each prospect before you talk to them. You turn that prep into closed deals our delivery team can fulfill. Our buyers are founders, CEOs, and senior operators. They’ve heard every agency promise. They buy from people who diagnose well and follow through. What you’ll do Close - Run strategy and sales calls with founders, CEOs, and marketing leaders. - Use the team’s prep to learn each prospect’s business, numbers, limits, and goals. - Build a clear, numbers-based case for working with us. - Move every prospect to the right next step: close, get more info, bring in another decision-maker, or walk away. - Explain complex ideas in plain words. - Lead the call with questions and facts. Leave pressure tactics to other agencies. - Follow up until each deal closes, gets disqualified, or moves to nurture. Qualify and structure deals - Hold our client quality bar with the setters. - Qualify on revenue, business model, economics, demand, sales readiness, team capacity, expectations, and fit. - Structure deals for SaaS, ecommerce, lead gen, professional services, and sales-assisted funnels. - Talk CAC, LTV, attribution, conversion rates, payback, and expected results with confidence. - Turn complex terms into language a CEO can approve. - Answer objections on price, scope, guarantees, contracts, risk, timing, and bad past agencies. Tell the truth. - Match each deal to what the client needs and what we can deliver. - Walk away from bad-fit deals, even ones that look good this quarter. Grow current accounts - Spot new needs with current clients. - Check with delivery and account teams before you change scope, price, or terms. - Upsell only when the client gets clear value. Lead the setters - Coach the setter and SDR team. - Set targets for activity, quality, show rate, and conversion. - Review calls, applications, messages, and qualification data every week. - Tie feedback to what you saw on the call and what the numbers say. - Take the hardest calls yourself. Run the pipeline - Own the pipeline in the CRM: stages, next steps, close dates, values, odds, and risks. - Send leadership a weekly forecast split into committed, likely, upside, and at risk. - Define each stage and hold the team to it. - Find where deals stall between application, qualification, booked call, show, proposal, close, and handoff. - Work with Growth and Marketing to raise lead quality. - Work with onboarding and delivery so we deliver what we sold. - Log deal context so anyone can pick up a deal cold. Report what the market says - Track why prospects buy, stall, and walk, and what competitors do. - Flag repeat objections, weak positioning, qualification gaps, and offer confusion. - Back every recommendation with call data, pipeline data, win-loss reviews, and client feedback. Work with leadership - Join the weekly leadership and pipeline meetings. - Report results, risks, decisions, and what you need from us. - Raise problems early. - Write clearly. Name owners, deadlines, and next steps. - Move fast and protect client quality and delivery capacity. Your first 6 months By day 30 - Finish training on our company, ICP, offer, qualification rules, CRM, sales process, and handoff. - Review the pipeline, open deals, past results, lost deals, and sales materials. - Run sales calls on your own. - Start a weekly pipeline review and call review. - Name the three biggest leaks in our sales process. - Give every open deal a stage, next step, owner, and decision date. By day 60 - Run sales without routine founder help. - Apply one standard for qualifying and reviewing deals. - Coach setters against agreed metrics. - Send a forecast leadership trusts, every week. - Write up fixes for scripts, follow-up, CRM stages, and handoffs. - Set how Sales, Growth, Onboarding, and Delivery talk to each other. By day 90 - Show measurable gains against agreed targets. - Keep pipeline coverage and forecasts accurate. - Hand off every closed deal with full notes. - Present a data-backed plan for the next two quarters. - Cut founder time on sales calls and deal management. By month 6 - Run a documented sales system that works without the founder. - Hit agreed revenue and conversion targets consistently. - Have a setter team that hits its metrics without daily oversight. - Feed what you learn on calls into our pricing, offer, and positioning. How we’ll measure you We’ll set targets with you during onboarding, based on pipeline, lead volume, and company goals. We’ll track: - Sales call close rate - Opportunity-to-close rate - Revenue closed and average deal size - Sales cycle length - Pipeline coverage and forecast accuracy - CRM accuracy - Setter improvement - Handoff quality - Client quality, retention, and fit with delivery - Founder time spent on sales You You close complex B2B deals You’ve closed services, consulting, agency, or other complex offers. You sell to founders, CEOs, and CMOs. You diagnose first and lead senior people to a clear decision. You know the numbers You speak CAC, ROAS, LTV, funnel conversion, payback, and margins. You read a business model fast and see what it means for the deal. You size the engagement to the need. You lead from the front You’ve coached setters, SDRs, or closers with call reviews, roleplay, and metrics. You still close big deals yourself. You fix the system as well as win the deal. You start fast You step into a running process and produce in weeks. You know what to keep, fix, and cut. You chase the biggest wins first. You tell the truth You’d rather lose a deal than sign the wrong client. Bad-fit clients hurt delivery, retention, and profit. You keep a tight pipeline and clean records. You do what you say. You bring bad news to leadership early. You write and speak native-level English A senior US exec trusts you on the first call. Your updates, follow-ups, and proposal edits are short and clear. Bonus points - Sold agency, consulting, or marketing services (performance marketing, CRO, growth) to US companies - Sold audits, diagnostics, pilots, or consultative offers - Sold performance-based or revenue-share deals - Know B2B SaaS, ecommerce, professional services, or lead gen - Used GHL, HubSpot, or a similar CRM - Ran a setter-and-closer model - Comforta