Director of Sales - Eastern US
SmartLab · Remote · US
- Base
- $135K–$150K
- OTE
- Not disclosed
- Posted
- 1mo ago
Still open · checked 1h agoon SmartLab's careers page
The job
- What you'd do
- Lead a regional team and carry your own quota selling STEM education products to K-12 schools and districts across the Eastern US, winning new accounts and expanding existing ones.
- Who you'd sell to
- Still reading the posting. Check back within the hour.
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
- Pipeline
- Mostly self-sourced. Great if you like outbound, rough if you don't.
- Time on market
- Open 41 days. Normal, but not fresh.
- Company hiring
- 2 sales roles open, hiring at a steady pace.
Red lights
None spotted.
Yellow lights
- Player-coach. You'd lead a team and work deals yourself. Ask whether you carry a personal quota and how your pay splits between the two.
Green lights
None spotted.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
How is time split between managing the team and carrying your own number?
Two jobs, one paycheck. Find out which one wins when time runs out.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
- 4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.