Director, Large Enterprise Sales

What You'll Do

• 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

Who You Are

• 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

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.

Salary Range

The salary range reflects the cost of labor across various U.S. geographic markets. The range displayed below reflects the minimum and maximum target salaries for the position across all our US locations. 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.

Total Compensation

• In addition to base salary, our total compensation package may include participation in the company’s annual cash bonus plan, variable compensation (OTE) for sales and customer success roles, equity, sign-on payments, and a comprehensive range of health, welfare, and wellbeing benefits based on eligibility.

Travel

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.