Director of Sales - Central

About the role

Lead and scale enterprise revenue across the Central United States. This front-line, player-coach leadership role owns regional strategy, execution, and results, managing a high-performing team of Senior Enterprise Account Executives selling into large, complex enterprise accounts. You will be hands-on with strategic deals, deeply involved in executive selling, and fully accountable for forecast accuracy, team performance, and regional growth.

Responsibilities

• Regional Revenue Leadership
  • Own and deliver US Central regional revenue targets
  • Define, execute, and continuously refine the regional sales strategy
  • Drive predictable pipeline generation and forecast accuracy
• Team Leadership & Development
  • Lead, coach, and develop a team of Senior Enterprise Account Executives
  • Drive performance through deal coaching, pipeline inspection, and accountability
  • Support hiring, onboarding, and ramp of senior enterprise sellers
• Executive & Deal Leadership
  • Personally engage in strategic, high-value opportunities
  • Coach reps through complex negotiations and executive-level conversations
  • Build trusted relationships with CIOs, CPOs, CFOs, and CEOs
• Cross-Functional Alignment
  • Partner closely with Pre-Sales, Marketing, Customer Success, and Product
  • Provide market insight and customer feedback to influence GTM and product priorities

Requirements

• 12+ years of enterprise B2B SaaS or software sales experience
• 5+ years leading enterprise sales teams
• Proven success selling into Fortune 1000 and large enterprise accounts
• Experience owning regional quotas
• Strong understanding of the US Central enterprise landscape
• Player-coach mindset with strong deal engagement
• Executive presence with exceptional negotiation skills
• Disciplined approach to forecasting, pipeline management, and CRM
• Ability to attract, coach, and retain senior enterprise sales talent

Benefits

• Work with a proven leader: Recognized by Gartner and Forrester as a Leader in Source-to-Pay, including the 2026 Gartner® Magic Quadrant™ — two decades of trust behind every pitch you make
• Sell the future, not the past: Pioneer of Agentic AI in procurement. Our Merlin Agentic AI Platform gives you a genuinely differentiated story that opens doors and shortens cycles
• Big logos, big deals: Engage Fortune 1000 and Global 2000 enterprises — Delta, Heineken, and more — and close deals with measurable, reference-able impact
• Be rewarded for winning: Competitive base, uncapped upside, and performance incentives — because top closers deserve top rewards