Director, Large Enterprise Sales

About the role

The Director of Large Enterprise Sales for the Americas is responsible for hiring, training, coaching, and leading a team of front-line leaders and account executives covering territories of customers with a $500M+ revenue band. This team's primary objective is to land and expand a portfolio of key strategic accounts in the upmarket segment.

Responsibilities

• Partner with Account Executives on complex deals to navigate any customer negotiations and assist in identifying and navigating any internal approvals and processes via a consultative and value-driven sales process
• Work cross functionally with CS leadership, onboarding, marketing and product to continue a proactive approach to our upmarket growth strategy
• Collaborate cross functionally to coordinate resources throughout prospecting and sales cycles (i.e., building pipeline via partnerships and business development)
• Deliver presentations to a wide audience of potential buyers including C-level executives and executive sponsors, both via in-person and virtual environments
• Maintain accurate Salesforce hygiene and opportunity forecasting
• Work strategically with senior sales and cross-functional leadership to identify trends, challenges, and areas of opportunity to reiterate our enterprise playbooks as we continue to go upmarket
• Have a knack for building high performing teams and corresponding culture to instill team engagement, collaboration, and satisfaction
• Apply AI fluency to streamline work, reallocate saved time and reinvest into more meaningful, high-impact areas

Qualifications

• 6+ years of sales management experience with at least 3+ years managing an enterprise or named account team, experience at a hyper-growth SaaS company preferred and MarTech a plus
• 2+ years leading front-line sales managers
• Proven track record of both landing and expanding large enterprise and/or named accounts with a dedication to delivering results that exceed sales targets
• Experience driving sales opportunities that have a high level of complexity requiring legal modifications, RFP and ROI reports, security assessments, and workback plans
• A collaborative, critical thinker with a natural sense of curiosity, ambition, and a strong team-oriented approach
• Proficient in conducting one-on-one meetings, team gatherings, and maintaining a consistent rhythm of communication with the team
• Passionate about fostering sales acumen development both at the rep and front-line leadership levels
• Confident and open to engaging in constructive discussions
• Exhibits strong coaching and leadership qualities
• A deep understanding of SaaS and sales economics
• Familiarity with MEDDICC or other similar sales methodologies
• Capable of thriving in a fast-paced and occasionally stressful environment
• You use AI tools to accelerate exploration, shorten iteration cycles, and bring sharper ideas to the table

Benefits

• Comprehensive range of health, welfare, and wellbeing benefits based on eligibility
• Up to 10% travel for purposes such as new hire onboarding, client or partner work if applicable, team meetings, and industry events

Pay

The base salary offered for this position is determined by several factors, including the applicant’s job-related skills, relevant experience, education or training, and work location.

Schedule

This role may require up to 10% travel for purposes such as new hire onboarding, client or partner work if applicable, team meetings, and industry events. Travel is coordinated in advance.