Why This Job is Featured on The SaaS Jobs
This Director of Sales role sits at a classic SaaS inflection point where a platform category is mature enough for enterprise buying patterns, but still evolving through product breadth and geographic complexity. Selling a system that touches payroll, payments, and workforce operations across many countries brings multi-stakeholder deal dynamics that are common in modern B2B SaaS, with strong emphasis on risk, compliance, and operational ROI rather than feature comparisons.
For a SaaS sales leader, the career value here is exposure to repeatable enterprise motion building while staying close to strategic deal work. The remit blends team development with hands-on ownership of high-value opportunities, which sharpens forecasting discipline, deal qualification, and executive-level storytelling. The cross-functional element also builds the muscle that matters in SaaS scale-ups: translating field signals into product and go-to-market adjustments.
This role is best suited to a commercially minded leader who enjoys coaching while remaining accountable for closing outcomes. It will fit someone comfortable navigating complex stakeholder groups and tailoring demos to senior decision-makers. A background in selling operationally critical SaaS, particularly where compliance and global complexity shape the sales cycle, will translate well.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Papaya Global is a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.
We’re looking for a highly experienced and driven Director of Sales to join our Sales team. In this role, you will lead and develop a team of sales professionals while remaining hands-on in driving strategic deals and expanding Papaya’s presence with Enterprise and mid-sized international companies.
You will play a key role in scaling our sales activities while selling Papaya's cutting-edge platform that simplifies global payroll, payments, and workforce management.
Key Responsibilities
Sales Leadership & Team Management
- Lead, mentor, and develop a team of Account Executives, supporting them throughout the full sales cycle.
- Drive team performance and ensure the achievement of revenue targets and sales goals.
- Provide coaching, deal support, and strategic guidance to the team.
Strategic Business Development
- Identify and develop new business opportunities with mid-market and enterprise global organizations.
- Build relationships with senior stakeholders and decision-makers within target accounts.
- Play a key role in strategic and complex deals.
Hands-On Sales Execution
- Remain actively involved in the sales process, supporting and closing high-value opportunities.
- Deliver compelling, tailored demos and presentations to senior stakeholders.
- Manage strategic deals from early engagement through closing.
Consultative Selling
- Develop a deep understanding of client challenges related to global payroll, compliance, and international workforce management.
- Position Papaya’s platform as a strategic solution that delivers measurable value and ROI.
Cross-Functional Collaboration
- Work closely with Product, Marketing, and Operations teams to align client needs with platform capabilities.
- Provide feedback from the field to support product and go-to-market improvements.
Requirements:
- 8+ years of experience in B2B SaaS sales with a strong track record of closing complex deals.
- Previous experience in a sales leadership role (Team Lead / Manager / Director).
- Strong experience managing full sales cycles with enterprise or mid-market organizations.
- Background or familiarity with global payroll, HR tech, or fintech platforms.
- Hands-on leader who is comfortable both managing a team and driving deals directly.
- Strong communication and presentation skills with the ability to engage senior stakeholders.
- Entrepreneurial mindset and ability to operate in a fast-paced, global environment.
- Collaborative, team-oriented approach.
