Director of Sales - AE&I

Responsibilities

• Lead and develop a team of Senior Account Executives to achieve revenue, bookings, and growth targets.
• Drive consistent sales execution through regular coaching, pipeline reviews, forecasting, account planning, and performance discussions.
• Translate business strategy into clear team priorities, goals, and actions.
• Foster a high-performance culture centered on accountability, collaboration, customer value, and continuous improvement.
• Identify performance gaps and implement coaching or improvement plans as needed.
• Coach team members to strengthen sales skills, account strategy, business acumen, and overall performance.
• Create and support individual development plans and career growth opportunities.
• Remove barriers to execution and continuously improve team effectiveness.
• Lead recruiting, hiring, onboarding, and succession planning efforts.
• Monitor and manage pipeline health, forecasting, bookings, account coverage, and sales performance.
• Identify business risks, trends, and opportunities, and provide recommendations to leadership.
• Support business reviews and present key performance insights, opportunities, and action plans.
• Partner with Sales Operations and cross-functional teams to improve sales processes, reporting, forecasting, and scalability.
• Contribute to annual and long-term business planning, including growth strategies, territory design, hiring plans, and performance targets.
• Help translate business objectives into actionable team plans and measurable outcomes.
• Support strategic initiatives and provide field insights to inform business decisions.
• Partner with leaders across Sales, Services, Customer Success, Marketing, Finance, and Operations to improve customer and business outcomes.
• Collaborate with technology and channel partners to support growth opportunities and account success.
• Represent the team in cross-functional initiatives and planning activities.
• Support complex opportunities through deal strategy, executive alignment, negotiations, and resource coordination.
• Participate in key customer engagements and strengthen relationships with strategic accounts.
• Escalate and coordinate support for critical customer issues and high-priority opportunities.

Qualifications

• Proven success in sales, account management, or sales leadership.
• Strong coaching, communication, and performance management skills.
• Expertise in pipeline management, forecasting, deal strategy, and sales execution.
• Ability to analyze business performance and translate insights into action.
• Strong collaboration, organizational influence, and decision-making skills.
• Executive presence with the ability to engage customers, partners, and senior leaders.
• Commitment to accountability, continuous improvement, and talent development.