✨ AI Insights & Summary
This is a pivotal opportunity to shape the future of frontline workforce management at Sona, a rapidly growing, AI-native company backed by significant VC funding. As Sales Director, you won't just manage a team; you'll build and lead the Account Executive function, driving repeatable, scalable revenue for a product addressing a historically underserved market. This role is for a builder, a coach, and an innovator who thrives in a high-growth startup environment and is passionate about leveraging AI to transform how frontline organizations operate.
About Sona
3 billion people worldwide work in frontline jobs. Yet, organizations often rely on outdated systems. Sona is revolutionizing this with an AI-native, end-to-end platform for Scheduling, HR, Payroll, and Communications, empowering frontline teams and enabling smarter staffing. In under 5 years, Sona has impacted over 100k workers, grown to 150+ employees, and secured over $100M in funding. Join us at an exciting stage where you can significantly influence growth and culture, while benefiting from a strong structure and world-class benefits.
About the Role
As the Sales Director at Sona, you will build and lead the Account Executive (AE) team to translate market momentum into repeatable, scalable revenue. This is a "build" role, not one where you inherit a finished playbook. You will leverage strong foundations, a needed product, and a growing pipeline to define how we generate demand, manage deals, and coach reps to success. Reporting to the VP of Sales, you will collaborate closely with marketing, product, and customer teams to ensure a cohesive go-to-market strategy. You will be instrumental in bringing AI-first thinking to the sales process to enhance prospecting, deal intelligence, and rep productivity.
Responsibilities
- Lead, coach, and develop the AE team, setting the standard for sales execution and success.
- Own pipeline generation as a core discipline and build the outbound engine for sustainable growth.
- Instill sales rigor in qualifying, running, and closing complex, multi-stakeholder deals.
- Actively engage in live deals, understanding key stakeholders, business value, competition, and strategic next steps.
- Establish the team's operational rhythm, including pipeline reviews, forecasting, hiring, and coaching cadences.
- Own team building, hiring high-quality reps, and raising performance standards as the team scales.
- Partner with marketing on demand generation and with product and customer teams to refine the sales motion.
- Champion AI-first thinking within the team to improve prospecting, deal intelligence, and rep productivity.
Requirements
- Proven experience building or significantly scaling an AE team (not just managing an established one).
- Experience in a high-target, high-performance environment.
- Demonstrated success in building effective pipeline generation engines, with the ability to articulate learnings from both successes and failures.
- A strong coaching aptitude, evidenced by the growth of reps who have reported to you.
- Exceptional operational rigor, with a structured approach to weekly and monthly execution.
- Experience in a high-growth startup or scale-up environment, comfortable building without a safety net.
- Genuine curiosity about customers and the frontline market, reflected in your sales approach.
- Bonus: Experience selling into frontline sectors (e.g., social care, hospitality, retail), or a background in workforce management, HR tech, or adjacent enterprise SaaS.
Benefits
- Salary: £120,000 - £150,000 base salary.
- On-Target Earnings (OTE): £240,000 - £300,000 (double OTE).
- Location: Hybrid - London office (min 3 days/week), with UK-wide travel.
- Share Options: Available.
- Annual Leave: 35 days (25 standard + 10 flexible public holiday days).
- Service Leave: Additional day of leave for every year of service.
- Pension: Matched contributions up to 5%.
- Health Insurance: Comprehensive coverage.
- Parental Leave: Enhanced parental leave and pay.
- Other: Workplace nursery scheme, annual all-expenses-paid team retreats, latest Macbook and equipment budget, professional development budget, unlimited free books.
Note: Benefits package is typical for UK-based, full-time employees and may vary by location/employment type. Please confirm specifics with the Talent team.