About this role
About the Role Associate Director of Sales, West, will lead a team of Account Executives and Senior Account Executives across key Western U.S. markets for Corporate Traveler, a Flight Centre Travel Group brand. You will own team performance, coaching excellence, and revenue growth, while role-modeling MEDDIC and modern B2B sales practices. What You'll Do
- Lead, coach, and hold accountable a team of AEs and Senior AEs to achieve new business and revenue expansion targets
- Conduct regular 1:1 coaching sessions focused on pipeline, activity metrics, and skill development
- Review and score Gong calls, providing structured feedback to improve close rates and sales behaviors
- Identify performance gaps and implement targeted coaching and development plans
- Lead weekly team huddles, pipeline reviews, and performance discussions
- Monitor daily activity metrics and intervene proactively when results are off-track
- Foster a high-performance, accountability-driven team culture
- Own day-to-day management of the sales team, including focus, prioritization, and execution
- Implement and maintain operational processes to improve consistency and conversion rates
- Ensure strong adoption and data hygiene across CRM, Gong, and sales enablement tools
- Track, analyze, and report team KPIs to senior sales leadership
- Partner with Talent Acquisition to build and maintain a strong candidate pipeline; interview and support hiring decisions for AE and Senior AE roles
- Support onboarding, ramp, and ongoing skills development for new and existing team members
- Champion sales methodologies such as solution selling and MEDDIC
- Maintain a limited personal book of business to lead by example in complex or strategic deals
- Other duties as assigned What We're Looking For
- Proven experience leading and developing B2B sales teams
- Strong coaching, performance management, and feedback capabilities
- Experience managing pipelines, forecasting, and sales metrics
- Hands-on experience with CRM and sales enablement tools (e.g., Salesforce, Gong)
- Strong understanding of modern B2B sales methodologies (e.g., MEDDIC)
- Ability to lead difficult performance conversations with professionalism and empathy
- Experience recruiting, interviewing, and hiring sales talent Nice to Have
- Experience in corporate travel or travel-tech environments
- Familiarity with Gong, MEDDIC, and Salesforce in practical settings
- Commitment to diversity, equity, and inclusion (e.g., Diversity Day, inclusive culture) Compensation & Benefits
- Salary: $125,000-$180,000 per year
- Benefits and perks include Buzz Nights, Global Gathering, travel-centric culture, personal connections, and Diversity Day (paid leave to observe a holiday or cultural celebration)
- Employee recognition programs and opportunities for growth within a global travel group