The Director of Sales will lead and develop the sales team, drive strategic deals, and expand the company's presence with enterprise and mid-sized international companies, while actively supporting sales efforts and collaborating with cross-functional teams.
Description
Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.
We’re looking for a highly experienced and driven Director of Sales to join our Sales team. In this role, you will lead and develop a team of sales professionals while remaining hands-on in driving strategic deals and expanding Papaya’s presence with Enterprise and mid-sized international companies.
You will play a key role in scaling our sales activities while selling Papaya's cutting-edge platform that simplifies global payroll, payments, and workforce management.
Key Responsibilities
Sales Leadership & Team Management
- Lead, mentor, and develop a team of Account Executives, supporting them throughout the full sales cycle.
- Drive team performance and ensure the achievement of revenue targets and sales goals.
- Provide coaching, deal support, and strategic guidance to the team.
Strategic Business Development
- Identify and develop new business opportunities with mid-market and enterprise global organizations.
- Build relationships with senior stakeholders and decision-makers within target accounts.
- Play a key role in strategic and complex deals.
Hands-On Sales Execution
- Remain actively involved in the sales process, supporting and closing high-value opportunities.
- Deliver compelling, tailored demos and presentations to senior stakeholders.
- Manage strategic deals from early engagement through closing.
Consultative Selling
- Develop a deep understanding of client challenges related to global payroll, compliance, and international workforce management.
- Position Papaya’s platform as a strategic solution that delivers measurable value and ROI.
Cross-Functional Collaboration
- Work closely with Product, Marketing, and Operations teams to align client needs with platform capabilities.
- Provide feedback from the field to support product and go-to-market improvements.
- Leverage AI-driven tools and sales intelligence capabilities to improve pipeline management, deal prioritization, forecasting accuracy, and customer targeting strategies.
- Use AI-assisted insights to enhance deal execution, including preparation for executive-level conversations, objection handling, and competitive positioning in complex enterprise sales cycles.
- 8+ years of experience in B2B SaaS sales with a strong track record of closing complex deals.
- Previous experience in a sales leadership role (Team Lead / Manager / Director).
- Lead, mentor, and develop a team of AEs, driving adoption of AI-enabled sales workflows and best practices throughout the sales cycle.
- Strong experience managing full sales cycles with enterprise or mid-market organizations.
- Background or familiarity with global payroll, HR tech, or fintech platforms.
- Hands-on leader who is comfortable both managing a team and driving deals directly.
- Strong communication and presentation skills with the ability to engage senior stakeholders.
- Entrepreneurial mindset and ability to operate in a fast-paced, global environment.
- Collaborative, team-oriented approach.
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