Upper Mid-Market / Enterprise Sales Leader (Remote)

Upper Mid-Market / Enterprise Sales Leader (Remote)

At Spot AI, we're building the future of intelligent operations, powered by the untapped potential of video. We started by transforming traditional video surveillance. Fast forward to today, and we're leading the way in how businesses use cameras and AI Agents to automate human tasks across the physical world.

Our leading-edge platform helps upper mid-market and enterprise businesses improve safety, security, and operational efficiency by turning video into actionable insights. From reducing downtime on manufacturing lines, to automating SOP checks at car washes, to enabling real-time monitoring across construction sites with Remote Security Agents, Spot AI gives organizations a smarter way to run their operations and drive better outcomes.

We're currently deployed across 10,000+ locations and trusted by some of the largest names in manufacturing, construction, and retail. Backed by nearly $100 million in investment from Redpoint, Scale Venture Partners, Bessemer, StepStone, and Qualcomm, our vision is bold : to become the intelligence layer for every camera in the physical world.

We're looking for like-minded builders. Spotans share a high-performance mindset defined by :

• Relentless Drive : You thrive under pressure and see challenges as opportunities.
• Builder's Mentality : You create from zerowhether it's a new playbook, motion, or market.
• High Hustle, High Humility : You combine an unyielding work ethic with low ego and high EQ.

Our Operating Principles guide our daily work and decisions :

You're a strong seller turned standout coach. You have moved, or are ready to move, beyond your first management role to scale a team, build structure, and drive real outcomes. You balance day-to-day execution with strategic thinking and you know how to lead with clarity, accountability, and care.

You're not looking for a VP title yet, but you're already operating like one, coaching toward long-term success, shaping process, and helping your team level up fast.

You have 36 years of sales leadership experience, managing teams of at least 48 Upper Mid-Market and / or Enterprise AEs (deals have been $100K+ in ARR). You've had at least one leadership role where you stayed long enough to build, iterate, and win, demonstrating your ability to drive sustained impact over time. You've hired, developed, and retained outbound sales hunters who thrive on pipeline creation, not just closing inbound leads. You've led mid-market and enterprise sales cycles with complex, value-based products and solutions, not lightweight SaaS tools. You're comfortable navigating technical products, multiple stakeholders, and longer deal cycles across industries like manufacturing, construction, or retail. You know how to hire top talent and coach them to over-performance. You bring high business acumen and can help reps see beyond the product to real customer outcomes. You thrive in ambiguity, building structure where none exists and adjusting fast when things change. You're hands-on. You listen to calls, jump in where needed, and lead from the front. You're low ego, high accountability, and driven to win as a team.

You'll lead a team of distributed Account Executives who are responsible for driving new business opportunities through both direct sales and strategic partnership and channel engagement. You'll own team performance, help shape our sales strategy, and build repeatable motions that scale.

Coach, develop, and motivate a team of high-performing AEs to exceed quota. Hire and grow outbound-focused reps who take ownership of pipeline generation and thrive in the grind. Lead onboarding and ongoing skill development to sharpen outbound execution and deal progression. Partner cross-functionally with Marketing, Product, and RevOps to align GTM efforts. Drive pipeline generation strategy and support outbound excellence across the team. Own forecasting, pipeline hygiene, and team performance reporting. Bring customer and market feedback into product and strategic conversations. Operate with extreme accountability, ensuring your team hits numbers while improving every quarter.

30 Days : You've met your team and customers, learned the product, reviewed pipeline, and rolled out key cadences to drive focus. 60 Days : You've introduced structure to enhance coaching opportunities and success, reinforced outbound habits, and are driving more precision in pipeline management. 90 Days : Your team is performing. You've built momentum, improved quality and velocity, and are setting the standard for what great looks like.

You've scaled a team before and know what to expect at each stage of growth. Your reps trust you, and many would follow you to your next role. You blend strategic thinking with tactical execution, you are able to shape vision and then go make it happen. You coach in the moment and long-term, improving reps' skill sets, mindset, and impact. You're obsessed with outcomes and always raising the bar on performance.

You're still new to management and looking for your first people leadership opportunity. You prefer to inherit a fully built team with an established playbook. You're looking for a big title more than impact. You're more comfortable with big-company infrastructure than startup iteration.

The opportunity to lead and scale a high-performing AE team in a high-growth environment. A culture that rewards hustle, curiosity, and impact. A role where you'll shape GTM strategy, influence product direction, and leave your mark. A chance to coach, build, and win alongside a team of smart, humble, driven teammates. A lot of travel to collaborate face to face with your teams in San Francisco, CA; Sandy, UT; and other remote locations, as well as with customers (travel could be 70%+ of the time).

Annual On-Target Earnings up to $280,000, depending on demonstrated experience and competencies. OTE consists of a 50 / 50 base / commission split. Commission is paid monthly, and is uncapped. Meaningful early stage equity. Medical, dental and vision plan options with little-to-no cost for employees and dependents. Company paid short- and long-term disability plans. Company paid life insurance. 401K with Employer Match.

Come build the future of Video AI with us! We are creating and cultivating a diverse and inclusive culture where we celebrate individuals for what they accomplish, no matter who they are! As an equal opportunity employer, we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.