Director of Sales

About the role

The successful candidate will lead the global sales organization, owning sales strategy and execution across the Cultural Heritage and Art Business segments. They will manage a team of Sales Managers, partner with Marketing, Product, the Innovation Hub, and Customer Success, and drive measurable revenue growth.

Responsibilities

• Define and execute global sales strategy across the Cultural Heritage and Art Business segments, aligning go-to-market plans with the product roadmap and growth priorities.
• Lead growth across North America, Europe, and other international markets, adapting to local cultural, regulatory, and procurement norms.
• Manage, coach, and develop a team of regional and segment Sales Managers.
• Build a culture of disciplined account planning, proactive customer engagement, and value-based selling — equipping the team to articulate measurable customer outcomes in every conversation.
• Engage senior institutional decision-makers — Directors, CIOs, COOs, Trustees, and Gallery Principals — and build executive-to-executive relationships, account-based programs, and customer advisory structures that support long-term partnership.
• Partner with the Product team and the Innovation Hub — Gallery Systems’ internal AI research and product incubation team — to bring new capabilities to market. Lead early adopter programs and customer co-creation initiatives that strengthen Gallery Systems’ position as the sector’s forward-looking technology partner.
• Set the expectation — and personally model — active presence at industry events, customer institutions, and partner forums. Drive a culture of high in-market customer engagement across the sales organization.
• Own global bookings, ARR, net revenue retention, new-logo revenue, and quota attainment — driving disciplined execution through pipeline health, win/loss analysis, stage conversion, and consistent forecast cadence.
• Champion AI tool adoption across the sales organization — for prospecting, account research, proposal development, competitive intelligence, and enablement — as a core part of how Gallery Systems operates.
• Partner with Marketing, Product, Customer Success, the Innovation Hub, and Operations to ensure alignment across the full customer lifecycle — from demand generation through deployment and renewal.
• Drive rigorous CRM hygiene, account planning, and discovery documentation. Use Salesforce and AI-driven insights to direct targeted campaigns, account-based motions, and renewal and expansion activity.
• Ensure all global sales activities comply with applicable privacy and procurement regulations (including GDPR, CASL, and public-sector tender requirements) and Volaris Group and Constellation Software ethical standards.

Qualifications, Experience And Personal Attributes

• Bachelor’s degree required. An advanced degree is an asset but not required — demonstrated sales leadership results take priority over academic credentials.
• 10+ years of B2B software sales experience, with at least 5 years in sales leadership roles managing distributed, multi-region/international teams.
• Demonstrated success leading complex, long-cycle enterprise software sales — including six- and seven-figure deals, multi-stakeholder buying committees, and public-sector procurement — with measurable improvement in pipeline generation, win rates, and forecast accuracy.
• Experience selling value-based solutions in premium-positioned markets, winning on outcomes rather than price, including AI-enabled or emerging technology.
• International sales leadership experience, with practical understanding of cultural, regulatory (including GDPR), and procurement differences across global regions.
• Strong executive presence with the ability to engage senior institutional buyers, and excellent communication, coaching, and team-building skills.
• Genuine passion for the cultural, museum, heritage, or art sectors — and the institutions and communities they serve.
• Proficiency in Salesforce (or equivalent CRM), modern sales engagement platforms, and AI-driven sales tooling.
• Willingness to travel extensively and maintain high in-market presence, including direct involvement in strategic opportunities.