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 deeply involved in executive selling, strategic deals, 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™
• Sell the Merlin Agentic AI Platform, a genuinely differentiated story that opens doors and shortens sales cycles
• Engage Fortune 1000 and Global 2000 enterprises (e.g., Delta, Heineken) and close deals with measurable, reference-able impact
• Competitive base salary, uncapped upside, and performance incentives