About the role
About Flow
Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor.
About the Role
Flow is hiring a Director of Sales to build and lead our sales team as we scale go-to-market. You will be a player-coach: closing our largest, most complex deals yourself while hiring, mentoring, and developing the Account Executives who will carry Flow into major engineering-led organizations that build complex hardware and software systems. This role is an opportunity to define how Flow sells, set the standard for the team, and directly shape our commercial trajectory at an early stage.
What You'll Do
- Build the sales team: recruit, hire, and onboard Account Executives, and tap your network to attract top talent.
- Mentor and develop your reps through deal coaching, call reviews, and hands-on support in complex deals.
- Stay close to the deals: personally lead and close strategic opportunities alongside the team.
- Own the number: set targets, build the forecast, manage the pipeline, and hold the team accountable to plan.
- Run complex, multi-threaded deals across technical, executive, and procurement stakeholders, often spanning long cycles and multi-year contracts.
- Build land-and-expand motions across named enterprise accounts in engineering, hardware, and aerospace/defense.
- Partner with engineering to relay customer feedback and influence the roadmap.
- Collaborate with leadership on positioning, pricing, territory design, and go-to-market strategy.
- Represent Flow at industry events, conferences, and customer meetings.
- 30–50% travel expected.
About You
- 3+ years managing and developing a team of quota-carrying sellers, ideally as a Head of Sales at an early-stage company or a Director of Sales at a Series B (or similar) company.
- 8+ years of B2B SaaS sales experience, including a strong personal track record closing large, complex enterprise deals.
- You've hired, coached, and retained high-performing AEs, and people you've managed would want to work with you again.
- Consistent record of you and your team hitting or exceeding quota.
- Comfortable with six- and seven-figure deals and with formal procurement, security, and legal review.
- Experience selling to technical or engineering buyers.
- Strong discovery and consultative selling skills: you listen first, lead with customer problems, and teach others to do the same.
- A strong professional network you can draw on to build the team.
- Comfortable in a high-ownership, fast-paced environment where you build process as you go.
- Familiarity with engineering, PLM, or requirements management tools is a plus.
How We Work & Values
- Speed over everything: move fast, run experiments, learn quickly.
- Own, downscope, ship, iterate: one clear owner per deal and initiative, from first contact to close.
- Fundamentals done well: rigorous discovery, clear documentation, and thoughtful follow-through are part of every deal, not an afterthought.
Compensation & Benefits
- Competitive salary and meaningful equity.
- Health, dental, and vision coverage.
- Flexible time off and support for continued learning and staying current with the AI ecosystem.