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.

Awards & Recognition: 

• 2026 & 2025, Forbes, America’s Best Startup Employers
• 2025, Inc. 5000, Fastest-Growing U.S. Companies
• 2024, Best Midsize Places to Work In Austin
• 2024, Facilitiesnet Readers' Choice Award Winners for Software
• 2024, AHR Expo Innovation Awards Winners for Software

Interplay Learning Ethos:

At Interplay, we love what we do. We embrace our daily challenge to push technological limits to invent better ways to make learning easier and training more powerful. We attract passionate people and invite spirited discourse. We celebrate that our jobs fit our lives, not the inverse. We are uncompromising in our belief that together: we can build better training, build better careers and build better lives for customers and our team.

Interplay uses AI to support the recruiting/hiring process, but all hiring decisions are made by humans. 

Position: Director of Sales, Commercial

Department: Sales

Why this position:

The Director of Sales is responsible for leading and scaling a high-performing SaaS sales organization focused on driving revenue growth, forecast accuracy, and operational excellence through repeatable sales execution. This role oversees Commercial Account Executives while executing on expected sales processes, strengthening team performance, and identifying strategic market expansion opportunities that support the organization’s continued growth.

The ideal candidate is a highly tactical and data-driven SaaS sales leader with deep expertise in forecasting methodology, pipeline management, deal strategy, operational rigor, and go-to-market execution. This individual possesses a strong traditional SaaS sales background and a proven ability to execute within existing systems while enhancing accountability, sales productivity, and conversion performance within a fast-paced, growth-stage environment.

What you’ll do: 

• Lead, coach, and develop Account Executives to exceed quota and pipeline goals
• Execute on and enhance SaaS sales processes to support continued revenue growth
• Drive forecast accuracy, pipeline visibility, and operational discipline
• Manage sales operating cadences including forecast reviews, pipeline inspection, and performance management
• Navigate complex deal mechanics including procurement, pricing, legal, security, and contract negotiations
• Identify and mitigate pipeline risk to improve forecast reliability and deal conversion
• Analyze SaaS KPIs including ARR, pipeline coverage, conversion rates, sales cycle trends, and AE productivity
• Hold Account Executives accountable to Interplay’s repeatable performance metrics and success frameworks
• Identify market expansion, whitespace, and revenue optimization opportunities
• Monitor market trends, competitive positioning, and buyer behavior to refine sales strategy and messaging
• Coach teams on discovery, qualification, negotiation, objection handling, and sales talk tracks
• Partner cross-functionally with Enablement, Marketing, Product, RevOps, and Customer Success to improve GTM execution
• Test and optimize sales motions, product positioning, and process improvements to increase scalability and efficiency
• Drive adoption and best practices across Salesforce, Clari, Gong, and related sales tools
• Support onboarding, enablement, and new product go-to-market initiatives
• Foster a high-performance hybrid culture focused on accountability, collaboration, and execution

Who you are:

• Strategic and tactical SaaS sales leader with strong operational discipline
• Deep understanding of traditional SaaS sales motions and recurring revenue business models
• Proven ability to scale teams through growth-stage maturity phases
• Strong analytical mindset with the ability to identify trends, risks, gaps, and optimization opportunities
• Highly accountable leader who drives results through execution, coaching, inspection, and consistency
• Excellent coaching and mentorship skills with a proven ability to elevate AE performance and create repeatable success
• Strong understanding of forecasting methodology, pipeline management, and deal inspection best practices
• Comfortable making data-driven decisions in fast-paced and evolving market conditions
• Strong business acumen with the ability to recognize and capitalize on market opportunities
• Effective communicator capable of influencing cross-functional stakeholders and executive leadership
• Process-oriented leader who understands how scalable systems support long-term growth
• Customer-focused with strong consultative selling and discovery capabilities
• Creates a culture of accountability with clear expectations and performance standards
• Comfortable addressing underperformance directly and effectively
• Ability to build trust, consistency, and strong execution within a hybrid work environment
• Operates with urgency, adaptability, and a growth mindset.

Requirements: 

• 7+ years of progressive SaaS sales experience with multiple years in sales leadership roles
• Proven experience leading Account Executive teams within high-growth B2B SaaS organizations
• Traditional SaaS sales background with experience carrying quota prior to leadership responsibilities
• Demonstrated success scaling sales organizations during rapid ARR growth stages
• Strong understanding of SaaS KPIs including ARR, pipeline coverage, ASP, attainment, conversion rates, churn impact, CAC efficiency, forecast variance, and sales productivity metrics
• Proven history of accurate forecasting and disciplined pipeline management
• Experience managing complex sales cycles and enterprise-level deal mechanics
• Proven ability to execute within repeatable sales processes and scalable GTM motions
• Strong working knowledge of Salesforce, Clari, Gong, and modern sales engagement platforms
• Experience introducing and supporting new product launches and evolving GTM initiatives
• Strong understanding of forecasting methodology, pipeline inspection, and risk identification
• Ability to identify market trends, evaluate competitive positioning, and adapt sales strategies accordingly
• Skilled in developing sales talk tracks, coaching frameworks, qualification standards, and performance management systems
• Experience using structured SaaS sales methodologies such as MEDDICC, Challenger, SPIN, or similar frameworks preferred
• Strong business and financial acumen with the ability to interpret historical sales metrics and performance trends
• Experience partnering closely with Revenue Operations, Product Marketing, and Customer Success teams preferred
• Bachelor’s degree preferred or equivalent professional experience

Pay: 

• Salary Range: $150,000 - $200,000
• Bonus/Incentives:  Quarterly variable compensation

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.

Join us and grow with a team that values you! 

Equal Employment Opportunity

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.