Director of Sales

Pathstream - San Francisco, California - Full time

What we do

At Pathstream, our mission is to create the most accessible and effective career pathways to knowledge economy jobs, at scale. We do this by partnering with leading tech companies, such as Facebook and Unity, to support the delivery of career-critical digital skills programs through our national network of community college and university partnerships which collectively reach over 1 million students.

Our career programs are delivered through our own online learning environment which teaches job-critical tech skills through active learning experiences and real work simulations, unlike the passive experience of most online learning.Throughout the courses, users build a portfolio which demonstrates their skills and ultimately earn a certification from the relevant software platform company, both of which ensure that their efforts translate into actual career mobility.

We have built programs for clients such as, Facebook on Digital Marketing, Unity on VR/AR, and Silicon Valley Bank in Business & Data Analytics. 

What this role is about

Enterprise sales is our critical go-to market strategy. We need an experienced and driven sales leader to create and drive a world-class, robust sales engine at Pathstream. As the founding Director of Sales you will work with the CEO to set revenue objectives for growth, and then set out to successfully achieve these objectives. You will develop, manage, and execute a consultative sales process to engage and land enterprise partnerships that expands Pathstream’s revenue and scope of impact. You will also explores strategies that achieve maximum sales volume potential for Pathstream’s expanding product models. When agreed upon growth milestones are achieved, you will build a team of passionate sellers once the portfolio of critical partnerships achieves key growth milestones. You will report directly to the CEO and partner with the entire team to drive Pathstream’s success.

What you’ll do

As the foundational leader of our sales function,

  • You will create and execute a consultative / solutions based sales approach to fully understand and address our clients’ needs with Pathstream products.
  • You will drive all aspects of our sales process, close partnership deals, and achieve sales goals.
  • You will set sales goals and continually analyze sales forecasts and pipelines.
  • You will immediately take over and advance several active enterprise-level prospects and accounts.
  • You will also ensure new lead generation and pipeline growth will sustain defined revenue targets.
  • You will deepen relationships with key executives at prospects and partners.
  • You may be asked to hire and develop new sales team members for future growth, and manage the team’s performance by identifying strengths, weaknesses, and opportunities for improvement.
  • You will inform our team about market trends, competition, changes to the educational environment, and other factors impacting sales.
  • You will partner with our team to improve our go-to market narrative and develop sales materials to help enrich business.
  • You will act as a role model and leader by promoting a growth-mindset culture and positive can-do environment, and advise our team on taking our key partnerships relationships to more strategic levels.

You’ll be successful if you have many of the following experiences

  • You have five or more years of enterprise / B2B sales management or business development experience.
  • You have significant experience running the complete sales cycle, from prospecting to managing and closing deals.
  • You have a clear track record of consistently meeting or exceeding revenue targets.
  • You have deep experience in using the consultative / solutions based sales approach.
  • You have experience working in the launch and growth phases of a start-up.
  • You have convinced sales prospects the complete value proposition of conceptual product offerings, and have helped identify funding sources.
  • You have sold true enterprise deals, selling to senior decision-makers and aligning multiple stakeholders across large organizations.
  • You have varied experiences validating product fit with teams and clients.
  • You are a disciplined user of Salesforce or a similar CRM to manage, track, and report on pipeline.
  • You are comfortable with some travel (>25% if based outside the Bay Area).

You get bonus points if

  • You possess knowledge of technology sales in higher education or corporate learning.
  • You have experience with sales in CMO environments.
  • You bring an established network, particularly with top tier tech and software companies, that you can call on to help drive your success.

We are a great match for you if

  • You’re deeply passionate about increasing equity and access in education AND workforce development / training.
  • You’re a top one-percenter on ambition, hard work and hustle.
  • You love closing deals by helping clients solve problems.
  • You’re an excellent communicator and have the ability to express complex topics clearly and easily. You have a strong command of the English language.
  • You’re a charismatic seller capable of inspiring organizational decision makers with value driven ideas.
  • You understand that adhering to great sales process leads to great sales results.
  • You are incredible at metrics generally and are good at identifying the few data points that matter most to drive outcomes.
  • You’re a fast learner: you pick up on new topics quickly, enabling you to speak the language of our tech partners about their products and users.
  • You’re highly detail-oriented and have excellent organizational skills.
  • You’re collaborative by nature and are energized by cross-functional work.
  • You thrive in fast changing, high growth environments with changing expectations and responsibilities.
  • You understand that a job goes beyond a job description and are willing to lend a helping hand wherever it’s needed.
  • You’re a great team member who is kind, collaborative, and supportive.
  • You’re mission oriented; you’re fully motivated to create a positive impact in the world.


What we offer

Pathstream offers the full package – great benefits, a fun place to work and the opportunity to have a growing career. Specifically,

  • We offer a competitive salary commensurate with experience (This is a full time, exempt, salaried position).
  • We offer a comprehensive benefits package, including medical, dental, vision, disability, life insurance, flex spending accounts, paid time off, commuter benefits, and 401(K).
  • We’re open to the role being remote or in-person in our San Francisco office.
  • We provide free snacks, drinks, coffee, and tea in our San Francisco office.
  • We’re building an exciting and dynamic culture, and we commit to investing in and supporting our amazing people to grow their careers with us.

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Experience Level

Senior Level


Our mission is to create accessible and effective career pathways to knowledge economy jobs, at scale. We do this by partnering with tech companies to support the delivery of career-critical digital skills programs through our national network of community college and university partnerships.

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