Director of Sales

Key Responsibilities

• Lead & Coach Enterprise Sales Team
• Provide day-to-day leadership, mentorship, and deal coaching for a team of quota-carrying Enterprise Sales Executives
• Conduct regular 1:1 meetings, pipeline reviews, forecast inspections, and call debriefs
• Establish and monitor KPIs related to pipeline generation, activity levels, forecast accuracy, and CRM hygiene
• Reinforce best-practice sales methodologies and coaching frameworks, including MEDDIC, CSF, and SFCC
• Translate company growth objectives into territory strategies, account plans, and quota allocations
• Maintain accurate rolling forecasts and identify risks, gaps, and corrective actions proactively
• Partner with Marketing, Solution Engineering, and Channel teams to improve pipeline generation and sales velocity
• Analyze sales performance trends and deliver actionable insights to executive leadership

Sales Strategy, Forecasting & Territory Planning

• Translate company growth objectives into territory strategies, account plans, and quota allocations
• Establish and monitor KPIs related to pipeline generation, activity levels, forecast accuracy, and CRM hygiene
• Reinforce best-practice sales methodologies and coaching frameworks, including MEDDIC, CSF, and SFCC
• Partner with Marketing, Solution Engineering, and Channel teams to improve pipeline generation and sales velocity
• Analyze sales performance trends and deliver actionable insights to executive leadership

Cross-Functional Leadership & Executive Reporting

• Collaborate with Product, Customer Success, Professional Services, Finance, and Legal teams to support successful deal execution and customer transitions
• Provide market and customer feedback to influence product strategy, pricing, and go-to-market initiatives
• Deliver executive-level reporting on bookings, pipeline health, forecast performance, competitive trends, and win/loss analysis

Recruiting, Onboarding & Sales Enablement

• Forecast hiring needs and recruit top enterprise sales talent
• Lead onboarding initiatives that accelerate new hire ramp-to-productivity
• Drive ongoing enablement programs focused on messaging, sales process improvement, competitive positioning, and methodology adoption
• Champion the adoption of tools and technologies that improve visibility and efficiency (CRM, Gong, Clari, etc.)