Role Summary

We are seeking an accomplished, visionary, and results-driven Sales Director to spearhead our commercial growth and scale our revenue generation strategies. With a track record of superior leadership and sales excellence, the Sales Director will lead our high-performing sales organization, optimize pipeline architecture, expand into new target verticals, and secure high-value enterprise partnerships.

The ideal candidate brings between 10 to 15 years of progressive sales experience, exhibiting mastery in complex sales cycles, enterprise deal negotiation, team mentorship, and strategic forecasting. As a pivotal member of the senior leadership team, you will report directly to the Chief Executive Officer / Chief Commercial Officer, shaping the overall commercial trajectory of the business and cultivating a culture of winning, accountability, and operational precision.

Detailed Roles & Responsibilities

The Sales Director will manage the holistic sales lifecycle, from high-level corporate planning down to individual rep execution across the following core dimensions:

1. Strategic Leadership and Revenue Growth

• Develop, implement, and govern comprehensive domestic and international sales strategies designed to achieve double-digit year-over-year revenue expansion.
• Analyze macroeconomic trends, competitor dynamics, and customer segmentation data to discover untapped business opportunities and adjust market penetration approaches accordingly.
• Design, monitor, and optimize compensation structures, territory allocations, performance metrics, and sales quotas that align with corporate bottom-line goals.
• Lead the annual revenue budgeting and ongoing pipeline modeling processes, delivering highly accurate monthly, quarterly, and annual sales forecasts to executive stakeholders and board members.

2. Team Management, Coaching, and Talent Development

• Lead, mentor, and expand a diverse sales department, including Account Executives, Business Development Reps, Account Managers, and Sales Engineers.
• Institute modern sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message) and rigorous consultative selling processes throughout the organization.
• Conduct frequent pipeline reviews, 1-on-1 performance evaluations, and high-impact deal strategy sessions to elevate overall team capability.
• Foster a high-accountability environment underpinned by ongoing learning, professional development, diversity, and operational transparency.

3. Deal Architecture, Enterprise Negotiations, and Key Accounts

• Actively participate in the deal cycle for mission-critical, Tier-1 enterprise opportunities, serving as the senior executive presence throughout contract structuring and closing.
• Establish deep, long-term relationships with C-level client executives, key decision-makers, and industry procurement leaders.
• Oversee contract terms negotiations, master services agreements (MSAs), statements of work (SOWs), and pricing matrices to protect enterprise profitability and client retention.
• Collaborate with Customer Success teams to protect gross margins, maximize net retention rates (NRR), and capitalize on account expansion and cross-sell opportunities.

4. Operational Rigor and Cross-Functional Integration

• Partner with Marketing to develop robust lead generation engines, elevate marketing-sales alignment (SLA management), and optimize CAC-to-LTV ratios.
• Collaborate with Product and Engineering departments to deliver field insights, competitive intelligence, and customer feedback into product roadmaps.
• Oversee the modernization of the sales tech stack (CRM, sales enablement, intelligence, conversation analytics tools) to increase rep productivity and pipeline visibility.
• Ensure all commercial operations strictly adhere to corporate governance, data privacy laws, trade compliance frameworks, and ethical practices.

Qualifications and Candidate Profile

Required Professional Experience:

• 10 to 15 years of dedicated B2B/Enterprise sales experience, showing clear progression from top-producing account executive to senior sales management.
• Proven track record of quota over-achievement, having consistently exceeded $10M+ annual revenue targets across dynamic market conditions.
• Minimum 5+ years in a senior sales management capacity (Director, VP, or Head of Sales), directly managing team managers and front-line quota-carrying executives.
• Extensive experience selling complex enterprise solutions, cloud ecosystems, modern technologies, or strategic services involving lengthy, multi-stakeholder approval cycles.

Essential Competencies and Skills:

• Mastery in Consultative and Value-Based Selling: Unrivaled ability to translate complex solutions into clear return on investment (ROI) propositions for prospective buyers.
• Analytical Rigor: Data-driven decision-maker skilled at extracting insights from CRM platforms (e.g., Salesforce, HubSpot) and BI tools to streamline sales pipelines.
• Elite Executive Presence: Superior oral, written, presentation, and negotiation skills, capable of commanding boardrooms and closing enterprise procurement executives.
• Talent Magnet and Coach: History of attracting, hiring, training, and retaining top-tier enterprise sales talent while building high-morale teams.
• Education: Bachelor’s Degree in Business Administration, Marketing, Economics, or a related field required; Master’s Degree or MBA is a strong plus.

Compensation, Benefits, and Perks

We provide an executive-level total rewards framework engineered to reward top-tier results:

• Competitive executive base salary with an uncapped, aggressive performance-driven bonus and commission structure.
• Significant corporate equity/stock option package.
• Comprehensive medical, dental, and vision health plans with family coverage options.
• 401(k) retirement plan with an immediate, generous company matching contribution.
• Flexible Paid Time Off (PTO) policy, executive parental leave, and paid corporate holidays.
• Annual executive travel allowance, professional development stipends, and membership access to executive leadership networks.