Director, Large Enterprise Sales
About the role
The Director of Large Enterprise Sales for the Americas will lead a team of front-line leaders and account executives targeting customers with a $500M+ revenue band. The primary objective is to land and expand key 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 strategy.
- Collaborate cross-functionally to coordinate resources throughout the prospecting and sales cycles, including building pipeline through partnerships and business development.
- Deliver presentations to potential buyers, including C-level executives and executive sponsors, both in-person and virtually.
- Maintain accurate Salesforce hygiene and opportunity forecasting.
- Collaborate with senior sales and cross-functional leadership to identify trends, challenges, and areas of opportunity, refining enterprise playbooks.
- Build and maintain high-performing teams and corresponding cultures, ensuring team 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.
- Experience leading front-line sales managers.
- Proven track record of landing and expanding large enterprise and/or named accounts, with a focus on exceeding sales targets.
- Experience with complex sales opportunities involving legal modifications, RFPs, 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 consistent communication with the team.
- 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.
- A deep understanding of SaaS and sales economics.
- Familiarity with MEDDICC or similar sales methodologies.
- Able to thrive in a fast-paced and occasionally stressful environment.
- Uses AI tools to accelerate exploration, shorten iteration cycles, and bring sharper ideas to the table.
Qualifications
- Experience at a hyper-growth SaaS company preferred.
- MarTech experience a plus.
Skills
- Strong leadership and coaching skills.
- Effective negotiation and deal closure skills.
- Strategic thinking and ability to drive growth in the enterprise market.
- Ability to work in a fast-paced, dynamic environment.
- Proficiency in AI tools and technologies.
Benefits
- Comprehensive health, welfare, and wellbeing benefits based on eligibility.
- 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.