Director of Sales, Commercial

Interplay Learning, the leader in immersive learning for the skilled trades, now includes Industrial Training International (ITI), the global leader in specialized industrial learning solutions.

Leveraging instructor-led training, online simulations, AI, and VR, Interplay helps organizations and educational institutions upskill faster, reduce risk, and increase operational readiness. With nearly 600,000 people trained, Interplay is shaping the future of workforce development, building better careers and better lives. Visit www.interplaylearning.com to learn more.

Position:

Director of Sales, Commercial

Interplay Learning is seeking a highly tactical, data-driven Director of Sales, Commercial to lead, coach, and scale our high-performing Commercial SaaS sales organization. In this role, you will manage a team of Account Executives, driving revenue growth, sharp forecast accuracy, and deep operational discipline using modern toolsets like Salesforce, Clari, and Gong. As an experienced leader with a strong traditional SaaS background (including carrying a quota in the past), you will optimize repeatable sales processes, manage complex deal mechanics, and cross-functionally align with RevOps, Marketing, and Success to improve GTM execution.

With 7+ years of progressive SaaS experience, a mastery of SaaS KPIs, and a passion for building a culture of accountability in a fast-paced, hybrid environment, we want to hear from you.

This position is primarily remote, with occasional in-person collaboration at our Austin, TX office. Applicants should be based in the Austin area or within a reasonable commuting distance.

Why this position:

• Work primarily remote, coming into our Austin, TX office for meaningful, in-person team collaboration.
• Join a high-velocity, Inc. 5000 fastest-growing company named by Forbes as one of America’s Best Startup Employers (2025 & 2026).
• Lead a team selling a critical product in a booming market—shaping the future of workforce development through immersive learning, VR, and AI.
• Take the keys to our Commercial AE team, directly driving ARR maturity and optimizing our modern tech stack (Salesforce, Clari, Gong).

What you’ll do:

• Team Leadership & Coaching: Lead, coach, and develop Account Executives on discovery, qualification, and negotiation to consistently exceed quota and pipeline goals.
• Forecast & Pipeline Rigor: Drive sharp forecast accuracy, pipeline visibility, and risk mitigation through disciplined reviews and inspection cadences.
• Operational Excellence: Manage daily sales operating cadences and enforce accountability around repeatable performance metrics and success frameworks.
• Deal Execution: Directly support the team in navigating complex deal mechanics, including pricing, procurement, legal, security, and contract negotiations.
• Data-Driven Optimization: Analyze core SaaS KPIs (ARR, pipeline coverage, conversion rates, AE productivity) to identify revenue gaps and expansion opportunities.
• Cross-Functional GTM Alignment: Partner with RevOps, Marketing, Enablement, and Product to optimize overall go-to-market execution and support new product launches.
• Tech Stack Mastery: Drive team adoption and best practices across modern sales tools, including Salesforce, Clari, and Gong.
• Culture & Scalability: Foster a high-performance, accountable hybrid culture while continuously testing and refining sales motions for long-term scalability.

Who you are:

• Proven SaaS Leader: Bring a deep understanding of traditional SaaS sales motions, recurring revenue models, and a track record of scaling teams through rapid growth stages.
• Data-Driven Strategist: Possess a strong analytical mindset to quickly identify pipeline risks, evaluate SaaS metrics, and make confident decisions in fast-evolving market conditions.
• Master Coach & Mentor: Known for an exceptional ability to build trust, elevate AE performance, and install repeatable success frameworks across a hybrid sales team.
• Operationally Disciplined: Expert in forecasting methodology, pipeline management, and deal inspection best practices with a process-oriented approach to building scalable systems.
• High Accountability Champion: Drive consistent team execution, set clear performance standards, and handle underperformance directly and effectively.
• Agile Communicator: Excel at influencing cross-functional stakeholders, recognizing market opportunities, and operating with a high sense of urgency and growth mindset.

Requirements:

• 7+ years of progressive B2B SaaS sales experience, including a strong background carrying an individual quota and multiple years successfully leading AE teams through rapid ARR growth stages.
• Proven history of disciplined pipeline management, accurate forecasting, and navigating complex, enterprise-level deal mechanics.
• Deep understanding of core SaaS KPIs (ARR, pipeline coverage, ASP, conversion rates, CAC efficiency) with the ability to interpret historical trends and mitigate risk.
• Hands‑on experience driving GTM execution and tool adoption across Salesforce, Clari, Gong, and modern sales engagement platforms.
• Skilled at adapting sales strategies to market trends, supporting new product launches, and developing structured coaching frameworks or qualification standards (experience with MEDDICC, Challenger, or SPIN preferred).
• Proven ability to partner closely with Revenue Operations, Product Marketing, and Customer Success teams.
• Bachelor’s degree preferred, or equivalent professional experience.
• Candidates must be authorized to work in the United States for any employer without stipulations and be residents of the United States.
• Following the offer of employment, all roles will require a background check and a drug and alcohol test. Some positions may require other verifications, such as driver eligibility and record, credentials or education. All new hires will be required to complete the I-9 Form and E-Verify process upon employment.

Pay:

• Salary Range: $150,000 - $200,000
• Bonus/Incentives: Quarterly variable compensation (approximately $220k-$290k OTE)

Benefit & Perks - why you'll love working with us:

• Remote‑first & flexible hours – Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH.
• Learning & growth – Annual learning reimbursement.
• Family-friendly policies – Support for work-life balance.
• Generous time off – 3 weeks PTO, 1 week Winter Break, holidays, and sick days.
• Comprehensive benefits – Medical, vision, dental, and 401(k) match.
• Equity – Private Company Equity Options
• Wellness – Mental and physical health resources and social events.

Interplay Learning is committed to providing equal employment opportunity (EEO) to all qualified employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.

As a federal contractor, Interplay Learning takes affirmative action to consider qualified individuals without regard for disability and protected veterans status.

Individuals with disabilities who need assistance with the application or recruitment process must promptly contact the HR Department to discuss their particular needs.

Interplay Learning does not discriminate against employees or applicants for discussing, disclosing, or inquiring about compensation.

Drug Testing & Background Testing

The company conducts background checks as part of the hiring process after extending an offer of employment. These screenings are facilitated by trusted third-party specialists. All positions require I-9 verification, E-Verify, a background check, and a drug and alcohol screening.

Depending on the role, additional screenings may include employment history verification, a DMV record check, reference checks, education and credential verification, or a credit history review.

We believe in fostering a welcoming and inclusive workplace and encourage everyone to apply, regardless of background. Our hiring decisions are guided by skills, experience, and a shared commitment to our values. If you have any questions about our process, we’re happy to provide support and guidance along the way.

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