Director, New Sales

Responsibilities

• Create & Close Opportunities: Identify and develop Icertis-based opportunities by aligning our solutions with customer challenges and business goals.
• Own the Sales Cycle: Manage the full sales process from start to close, strategically positioning Icertis as the preferred value-driven solution provider.
• Consultative Selling: Engage with senior leaders to understand their needs and present tailored solutions that deliver real business outcomes.
• Executive Engagement: Build strong relationships with C-level executives to align with key decision-makers and accelerate deal closures.
• Collaborate Across Teams: Partner with marketing, technical advisors, and other internal teams to develop and execute strategies for prospective clients.
• Territory Strategy: Develop and implement a territory plan to drive consistent results and maximize market potential using both self-generated leads and internal resources.
• Articulate Value: Deliver compelling narratives that demonstrate the strategic value of Icertis’s platform, leading with insights that address business challenges.
• Strategic Foresight: Understand current business needs while anticipating future challenges, positioning Icertis for long-term client success.
• Active Listening & Responsiveness: Listen closely to customers, provide tailored solutions, and ensure strong follow-up to build trust and influence.
• Challenge & Reframe: Confidently challenge customer perspectives to position Icertis’s solutions as the best fit for their needs.
• Bring Energy & Drive: Approach each opportunity with passion, an entrepreneurial spirit, and a commitment to exceed sales targets.
• Pipeline Management: Maintain accurate sales records in Salesforce, ensuring accountability and transparency in deal management.

Qualifications

• 7+ years of enterprise software sales experience with a strong track record of meeting or exceeding goals.
• Experience with SaaS sales, ideally within CLM, ERP, or BSM domains.
• A history of closing large enterprise software sales and consistently exceeding $1m ARR quotas.
• Excellent communication skills, both written and verbal, with the ability to present to senior audiences.
• Proficiency in managing sales pipelines, accurately forecasting outcomes, and using CRM tools like Salesforce.
• Proven experience leading cross-functional teams to create tailored, value-driven customer solutions.
• Strong negotiation skills, with the ability to balance business objectives while maintaining long-term relationships.
• Bachelor’s degree in business or equivalent experience.

Pay, Benefits & Schedule

Salary Range And Description: OTE: $266,000 to $330,000 (50/50) Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.

What We Offer: Robust medical (physical & mental vision and dental benefits), Employee Assistance Program (EAP), Equity (RSUs) and shared ownership in the company, Generous 401K match, Flexible work environment, Paid maternity and paternity leave, Generous holiday and PTO program, CaaS (coaching as a service), Annual personal development allowance, 7 Days for Humanity – 7 paid volunteer days annually, Global and regional DEIB steering committees, employee resource groups (ERGs), Global DEIB training programs and guest speakers throughout the year.

About The Role

The Sales Director, New Sales at Icertis is responsible for driving high-value opportunities through consultative selling and strategic insights. This role requires a dynamic professional with a strong track record of closing large enterprise software sales and a passion for creating value-driven solutions for customers.