Director, Large Enterprise Sales

About the role

The Director of Large Enterprise Sales for the Americas is responsible for leading a team of front-line leaders and account executives targeting customers with a $500M+ revenue band. This team focuses on landing and expanding strategic accounts in the upmarket segment.

Responsibilities

• Partner with Account Executives on complex deals to navigate customer negotiations and assist with internal approvals and processes
• Work cross-functionally with CS leadership, onboarding, marketing, and product to support upmarket growth
• Collaborate cross-functionally to coordinate resources throughout the prospecting and sales cycles
• Deliver presentations to potential buyers, including C-level executives and executive sponsors, both in-person and virtually
• Maintain accurate Salesforce hygiene and opportunity forecasting
• Work strategically with senior sales and cross-functional leadership to identify trends, challenges, and areas of opportunity
• Build high-performing teams and foster a culture of engagement, collaboration, and satisfaction
• Apply AI fluency to streamline work, reallocate saved time, and reinvest into high-impact areas

Requirements

• 6+ years of sales management experience, including at least 3+ years managing an enterprise or named account team
• Proven track record of landing and expanding large enterprise and/or named accounts
• Experience driving complex sales opportunities with legal modifications, RFPs, ROI reports, and security assessments
• A collaborative, critical thinker with a natural sense of curiosity and ambition
• Proficient in conducting one-on-one meetings, team gatherings, and maintaining consistent communication with the team
• A deep understanding of SaaS and sales economics
• Familiarity with MEDDICC or similar sales methodologies
• Ability to thrive in a fast-paced and occasionally stressful environment
• Experience using AI tools to accelerate exploration, shorten iteration cycles, and bring sharper ideas to the table

Qualifications

• Passionate about fostering sales acumen development at both the rep and front-line leadership levels
• Confident and open to engaging in constructive discussions
• Exhibits strong coaching and leadership qualities

Skills

• Strong leadership and team-building skills
• Effective communication and presentation skills
• Strategic thinking and problem-solving abilities
• Experience with AI tools and technologies

Benefits

• Comprehensive health, welfare, and wellbeing benefits
• Annual cash bonus plan
• Variable compensation (OTE) for sales and customer success roles
• Equity
• Sign-on payments

Pay

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, team meetings, and industry events. Travel is coordinated in advance.

Massachusetts Applicants Only

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.