Director of Sales

About Dashlane Dashlane’s mission is to deliver the credential security every business and employee needs to thrive. Millions of consumers, and over 25,000 brands worldwide, such as Michelin, Air France, and Forrester, trust Dashlane for industry-leading innovations, patented zero-knowledge security, and an unmatched user experience. Founded in Paris, Dashlane has since established offices in New York and Lisbon, and has grown to more than 300 Dashlaners globally. We're looking for people who actively use AI tools to drive efficiency, creativity, and impact in their work. At Dashlane, we drive innovation and value learning, strive for excellence in everything we do, and thrive as one team. Learn more about life at Dashlane , including how we work , how we hire , and the benefits of being a Dashlaner . About the role: Dashlane is searching for an exceptional Director of Sales to lead our B2B Account Executive team in New York. You will build, inspire, and scale a high-performance sales team while driving significant revenue growth by focusing on primarily selling into Dashlane’s ICP of 1,000+ employee prospect and client accounts. This is not a role that requires managing through process alone; you will instill a culture of rigor, accountability, and continuous learning while fostering the innovation and teamwork that define Dashlane. You will also be integral to ensuring cross functional alignment with marketing, product, customer success, amongst other teams. Beyond traditional sales leadership, you will pioneer how our sales organization leverages AI to research prospects and clients, compress sales cycles, improve deal quality, and accelerate team development. You will use data and intelligence to make decisions faster, coach smarter, and hire talent that accelerates our growth. This role sits at the intersection of operational excellence and transformational leadership. What you'll do: Sales team leadership & culture Build, develop, and scale a high-performing team of Account Executives, translating company vision into individual excellence and collective momentum. Hire exceptional talent, identifying people who combine technical acumen with adaptability, ambition with humility, and individual drive with team-first mindset. Use predictive hiring, skills assessments, and rigorous interviewing to raise talent density. Create a culture of coaching and continuous improvement: model vulnerability, demand rigor in feedback, and celebrate growth as much as wins. Coach reps through call reviews, role plays, and real-time guidance, and participate on client meetings when required. Guide Account Executives through complex, multi-stakeholder sales cycles (CISO, CIO, procurement, legal) Foster a 'learn from failures' environment where reps and the team experiment boldly, iterate quickly, and extract lessons that compound over time. Hold the team accountable for pipeline build, deal efficacy, and quota attainment while maintaining psychological safety. Drive urgency and execution without burning people out. Revenue growth & operational rigor Own net new ARR, inclusive of both expansion and new logo growth for your sales organization. Set aggressive but achievable targets, ensure consistent quarter-to-quarter progress, and drive pipeline discipline from day one. Establish and operationalize a repeatable sales process: define handoffs, qualify rigorously, forecast with confidence, and execute with precision. Use CRM and sales tools (Salesforce, Gong, ZoomInfo, Rattle) to create visibility and accountability. Develop expertise in cybersecurity, identity, and password management landscapes — understand our buyers, competitive positioning, and market dynamics deeply. Collaborate closely with Sales Development, Sales Engineering, Customer Success, and Marketing to align strategy, eliminate friction, and maximize conversion at every stage of the funnel. Work with Channel Partners to expand go-to-market and unlock new customer acquisition vectors. Own and deliver quarterly and annual revenue targets Forecast accurately and manage pipeline health across segments AI-enabled sales leadership Actively embed AI into your sales operations: use AI to qualify leads faster, identify deal risk signals early, auto-summarize conversations for coaching, and surface patterns that improve win rates. Challenge your team to leverage AI tools (industry-specific platforms or predictive analytics) to accelerate research, generate personalized outreach, and focus high-touch selling on closing, not admin. Use data and AI insights to coach smarter: analyze Gong call recordings with AI assistance to identify coaching moments, uncover team strengths/gaps, and accelerate rep development. Experiment ruthlessly with AI across hiring, forecasting, and customer targeting. Model this innovation mindset for your team and share learnings across the org. Reduce sales cycle length by 15–25% in year one by embedding AI-informed strategies into prospecting, qualification, and deal acceleration. What we're looking for: Experience & Track Record 8+ years of progressive B2B SaaS sales experience, with at least 4 years managing sales teams (direct or matrix). Proven track record of exceeding revenue targets and hiring, developing, and retaining a high performing sales organization. Demonstrated success in cybersecurity, identity, or adjacent tech verticals that demand familiarity with enterprise buyer psychology and skeptical decision makers. Identified success in creating sales led campaigns to drive pipeline creation via outbound calling, emailing and social media outreach Experience driving complex B2B sales cycles, managing multiple stakeholders, and closing enterprise deals. Leadership & Intangibles Drive innovation: you embrace new approaches to solving problems. You are curious about AI, comfortable with ambiguity, and willing to experiment and iterate to find better ways. Strive for excellence: you hold yourself and your team to high standards. You act with urgency when your customers need you, celebrate wins together, and leave things better than you found them. Thrive as one team: you solve difficult problems collaboratively, empower colleagues by sharing information, trust others to act in Dashlane's best interest, and give credit, not blame. Lead through influence: you inspire and motivate others without relying solely on authority. You are effective at cross-functional collaboration and can present complex ideas to senior leadership. Combine rigor with coaching: you balance accountability with psychological safety. You provide clear feedback, invest in people development, and create an environment where reps want to grow. Think data-first — you make decisions based on evidence, not instinct. You can interpret sales metrics, identify key insights, and implement strategies backed by data. Actively use AI: you are already embedding generative tools into your workflow for analysis, strategy, and coaching. You expect your team to do the same. Skills & Competencies Exceptional communication, both verbal and written. You present clearly to prospects, colleagues, and senior leadership. Deep expertise in sales methodologies (Sandler, Challenger, MEDDIC, etc.) and ability to coach others in these frameworks. Fluency with sales tools: Salesforce, Gong call recording/analysis, CRM best practices, and ZoomInfo or similar account intelligence platforms. Subject matter expertise in cybersecurity, identity management, and/or password management, or demonstrated ability to learn complex technical landscapes quickly. Ability to collaborate at all levels of the organization, articulating the “why” behind decisions, keeping all stakeholders informed, surfacing risks early, and partnering strategically on goals and resource allocation. Salary Range: The base salary range for this role is $200,000–$225,000. Additionally, this position is eligible for a variable compensation plan tied to performance targets, with a total On-Target Earnings (OTE) range of $305,000–$340,000. Our salary ranges are based on paying competitively for our size and industry, and are one part of total compensation package that also includes benefits, and other opportunities at Dashlane. Individual pay decisions are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to other Dashlaners. We expect the majority of the candidates who are offered roles at Dashlane to fall healthily throughout the range based on these factors. Location-Specific Information: You will be based in New York with English as your working language. At Dashlane, we embrace a hybrid culture that combines the best of both worlds: the creativity and energy of in-person collaboration with the flexibility of remote work. Our model is designed to strengthen team connections, while supporting individual productivity and work-life balance. To maximize collaboration, we come together in the office on Mondays, Tuesdays, and Thursdays, while Wednesdays and Fridays offer more flexibility for focused work. What Dashlane offers you: Equal Parental leave - regardless of gender, up to 20 weeks fully paid leave to take care of their new baby, within the first year of birth or adoption Mental health services through Spring Health and well-being days Mentorship program - select your mentor from our internal pool and continue your learning path! Comprehensive health coverage, including dependents Unlimited PTO Betterment 401(k) retirement plan Paid holidays and sick leave Donation matching program - give back to the community and support actions that lead to positive social impact under the historically marginalized communities. Every donation will be matched by Dashlane, up to $500 per year Weekly lunch in the office and monthly happy hour Team buildings & seasonal social events and many more Diversity, Equity, Inclusion and Belonging at Dashlane: As a truly international company—founded in France and distributed across France, US and Portugal—Dashlane thrives off diverse perspectives. We value all aspects of diversity: gender identity, sexual orientation, ability, ethnic origin, social background, age, lifestyle, and more. We are committed to hiring a diverse community and fostering a culture where everyone is heard and belongs. See more about this here . Your interview experience: To know what to expect once you’ve sent your application, read about how we interview and hire at Dashlane . Feel free to browse our blog to find more information about our product and how we work.