Director of Enterprise Sales (PST/MST)

About the role

The Director of Enterprise Sales will play a pivotal role in leading and developing Knit's enterprise sales organization-driving the execution, discipline, and results needed to accelerate our journey from $10M to $100M in ARR . You'll lead a team of 7-8 full-cycle Enterprise Account Executives responsible for acquiring new enterprise clients and expanding into new business units within existing accounts. This is a hands-on leadership role focused on refining and enforcing a rigorous, metrics-driven sales process while coaching the team to perform at their highest level. You'll join a team that's building something category-defining-and you'll help shape how some of the world's most respected brands uncover and activate insights through AI-native research. Reporting to the Head of Sales and Partnerships, you'll partner closely with senior leadership-including the COO-to strengthen Knit's sales methodology, optimize pipeline health, and scale a culture of accountability, excellence, and growth. Responsibilities | What you will own... Primary Responsibilities Lead, coach, and develop a high-performing team of 7-8 Enterprise Account Executives, driving consistent execution and professional growth. Enforce a disciplined sales process, ensuring every deal follows clear qualification, stage progression, and documentation standards. Drive operational excellence through rigorous pipeline management, accurate forecasting, and adherence to Salesforce hygiene best practices. Refine and optimize repeatable sales processes using elements of MEDDIC and SPICED, improving efficiency and predictability across the team. Partner closely with Marketing, Research, and Customer Success to ensure alignment across the entire customer journey-from initial outreach through onboarding. Inspect and support active deals, providing real-time coaching, feedback, and hands-on assistance in strategic opportunities. Recruit, hire, and onboard top enterprise sales talent, building a world-class team that embodies Knit's values and culture. Collaborate with Sales Leadership and the COO to define KPIs, analyze performance trends, and continuously improve the go-to-market motion. Foster a culture of accountability and learning, emphasizing data-driven decision-making, teamwork, and professional development. What Success Looks Like You'll be measured primarily by: Team Quota Attainment: Achieving and exceeding collective new business and cross-sell revenue targets. Pipeline Health: Maintaining consistent, qualified pipeline coverage and high forecasting accuracy. Sales Process Excellence: Driving consistent execution of MEDDIC/SPICED methodologies and Salesforce best practices. Talent Development: Improving individual AE performance through structured coaching and skill development. Hiring and Retention: Recruiting exceptional sales talent and cultivating a high-performance, low-turnover team. Required Skills & Experiences A successful candidate for this role is a proven enterprise sales leader who thrives on building teams, improving processes, and coaching people toward peak performance. You combine operational rigor with empathy and lead through data, accountability, and example. Required: 7+ years of enterprise sales experience, including 3+ years managing a team of 4 or more quota-carrying Account Executives. Proven success leading enterprise sales teams focused on new logo acquisition and cross-sell growth. Strong command of sales process design and execution-ideally with experience using MEDDIC, SPICED, or similar frameworks. Expertise managing CRM systems (Salesforce preferred) with a deep commitment to pipeline hygiene and data accuracy. Consistent track record of team quota attainment and pipeline growth in enterprise B2B environments. Exceptional coaching and leadership skills, with a focus on developing AEs into top performers. Strategic min