Sales Leader - Digital Native

Join us and help shape the future of AI by defining the narrative around document understanding. About the Role We are seeking a Senior Director to build and lead the team driving our Digital Native revenue motion. You will lead a team of Account Executives and BDRs selling into high-growth and AI-native companies across both an enterprise and a mid-market segment, while owning pipeline generation, deal execution, and team development. This is a builder role. You inherit a small existing team and are immediately tasked with scaling it as we grow. You will set the operating rhythm, raise the performance bar, and build the systems that turn individual reps into a repeatable revenue engine. The scope of the role expands as the team and the business grow. Responsibilities - Own pipeline generation, forecast accuracy, and revenue attainment across the Digital Native and mid-market teams. - Hire, onboard, and develop a growing team of Account Executives and BDRs. Recruiting and ramp are core to this role. - Run structured deal reviews, coaching reps through discovery, qualification, and close. - Build and drive a consistent pipeline motion on a product-led (PLG) foundation, using product-usage and self-serve signals, inbound, and targeted outbound alongside clear ICP segmentation. - Lead a weekly operating cadence: pipeline reviews, 1:1s, call coaching, and forecast calls. - Develop...