Director of Sales, Global Account Management

About the role

Sanity.io is a modern, flexible content operating system that replaces rigid legacy content management systems so companies like PUMA, Spotify, Figma, Riot Games, and Skims can create amazing digital experiences for their customers. As the Director of Sales, Global Account Management, you'll build and lead our growing post-sale expansion motion with existing customers. This high-impact role focuses on driving revenue through renewals, upsells, and deep customer partnerships. You'll collaborate closely with Solution Architects, Sales, and Product teams to ensure we're unlocking long-term value for our enterprise customers. This role is ideal for a strategic leader who understands how to drive account growth within a product-led, developer-first business and thrives in implementing structure for scale.

Responsibilities

• Build and lead our existing-customer Account Executive team worldwide.
• Own hiring, onboarding, and career development for a high performing global team that meets and exceeds goals.
• Mandate is expansion inside strategic accounts, winning over the developer, product, and executive stakeholders who decide how far Sanity spreads within an organization.
• Northstar metrics of GRR and NRR will be the measure of your success as we scale the business to the next level.
• Day to day, you will work alongside sellers to map customer orgs, surface the real pain points and use cases, and shape tailored solutions that make Sanity central to how teams work.
• Define how we segment accounts, stage the customer lifecycle, and engage at each stage so growth compounds instead of arriving one deal at a time.
• Building a pipeline is an art and a science that you are skilled at and know how to effectively pass that expertise along to your team.
• Partner closely with Product, Marketing, and Solutions leaders, carrying what you learn in accounts back into roadmap priorities and making sure the post-sale journey earns its keep.
• Build the machinery behind all of it: the playbooks, tools, and systems for forecasting, pipeline tracking, and expansion reporting that let the team grow without losing rigor.
• Lead with data, tracking expansion metrics, usage trends, and upsell conversion, then acting on what they show you.
• Own renewals as well, working across functions to protect retention and keep churn low.
• Do this well and you build a customer base that grows faster the longer it stays, and a team known for making that happen.

Requirements

• 10+ years in enterprise sales or account management, including 4+ years in management and 2+ years in second-line leadership: managing managers who lead teams, in addition to individual contributors.
• You have carried a number yourself, then built and led the front-line managers who own it, and held the results of the full org beneath you.
• Committed to building teams and coaching talent, and to setting the bar for how the whole function treats customers.
• You know what it takes to develop and shape a team into one of the strongest in the industry.
• Track record of owning an expansion and renewal number at portfolio scale, and building the systems and team that hit it quarter after quarter rather than closing deals one at a time.
• Strong discipline in systematically building pipelines both vertically and horizontally.
• History of growing enterprise revenue against sophisticated, technical buying committees, with the CTOs, engineering leaders, and product leaders who decide how deep a platform goes inside their org.
• Deep command of post-sale motions, and a point of view on how to structure enterprise expansion that you can turn into a repeatable play for a team.
• A strategic, structured operator who can define account segmentation, lifecycle stages, and reporting systems from a blank page.
• Strong communicator and org-mapper. You know how to find champions and turn them into advocates who make the case for you when you are not in the room.
• Proven cross functional leader working across Solutions, Product, and Customer Solutions in a fast-paced, global environment.

Preferred Qualifications

• Preference for candidates in the San Francisco Bay Area