Director, Sales

The Work You'll Do

The Sales Director, Enterprise Account Management, reports to the VP of Sales and is responsible for leading a high-performing team of Enterprise Account Managers focused on driving growth within Sovos' existing customer base.

This leader is accountable for delivering expansion revenue through cross-sell, upsell, strategic account planning, and executive relationship management while ensuring exceptional customer outcomes.

Job Responsibilities

• Leadership & Talent Development

• Recruit, hire, onboard, coach, and retain a high-performing team of Enterprise Account Managers.
• Establish a culture of accountability, collaboration, continuous learning, and execution excellence.
• Conduct regular one-on-one coaching sessions, opportunity inspections, pipeline reviews, and career development planning.
• Develop and execute performance improvement plans where appropriate while recognizing and rewarding high performance.
• Foster an inclusive, customer-first culture that reflects Sovos' values.

• Business Leadership

• Lead the team to consistently achieve and exceed expansion revenue targets, Net Revenue Retention (NRR), and annual sales objectives.
• Drive strategic account planning across the portfolio to identify whitespace opportunities, product expansion, and executive engagement strategies.
• Ensure disciplined forecasting through CRM hygiene, pipeline management, and opportunity inspection.
• Maintain accurate forecasting and pipeline visibility across the organization.
• Drive consistent execution of Sovos' sales methodology and opportunity qualification framework.
• Ensure data integrity within CRM and sales systems.
• Lead quarterly business reviews, territory planning, account planning, and business inspections.
• Continuously identify opportunities to improve sales processes, productivity, and operational efficiency.

• Customer Growth & Executive Engagement

• Lead the team in expanding existing enterprise customer relationships through cross-sell, upsell, and strategic growth initiatives.
• Build and maintain executive-level relationships with key customer stakeholders to strengthen long term partnerships.
• Partner with Customer Success and Professional Services to maximize customer adoption, business value, and retention.
• Support the team in navigating complex enterprise buying processes involving multiple business and technical stakeholders.
• Personally engage in executive-level customer meetings for strategic opportunities when appropriate.

• Cross-Functional Leadership

• Partner closely with Customer Success, Professional Services, Product Management, Marketing, Renewals, Finance, and Sales Engineering to deliver an exceptional customer experience.
• Collaborate with Product and Executive Leadership to provide customer insights that influence product strategy and roadmap priorities.
• Drive alignment across internal teams to remove obstacles and accelerate customer success.

• Operational Excellence

• Maintain accurate forecasting and pipeline visibility across the organization.
• Drive consistent execution of Sovos' sales methodology and opportunity qualification framework.
• Ensure data integrity within CRM and sales systems.
• Lead quarterly business reviews, territory planning, account planning, and business inspections.
• Continuously identify opportunities to improve sales processes, productivity, and operational efficiency.

• Industry & Market Leadership

• Maintain deep knowledge of indirect tax, regulatory compliance, SaaS technology, and enterprise software trends.
• Represent Sovos at executive customer events, industry conferences, and strategic partner engagements.
• Build strong relationships with strategic consulting partners, system integrators, and alliance organizations that influence customer success.

Qualifications

• Bachelor's degree in Business, Information Systems, Accounting, Marketing, or a related field preferred.
• 7+ years of enterprise software sales experience, including experience selling complex SaaS solutions into Fortune 1000 organizations.
• 5+ years of successful leadership experience managing Enterprise Account Management or Enterprise Sales teams.
• Proven success leading teams responsible for expansion revenue, cross-sell, upsell, and strategic account growth.
• Demonstrated ability to recruit, coach, develop, and retain top-performing sales professionals.
• Strong executive presence with experience building C-level customer relationships.
• Experience leading accurate forecasting, pipeline management, and business inspections.
• Strong understanding of enterprise sales methodologies such as MEDDPICC, Challenger, or similar frameworks.
• Ability to manage multiple complex enterprise sales engagements simultaneously.

Preferred Experience

• Selling one or more of the following: Tax automation and compliance software, Enterprise SaaS platforms, ERP applications and ecosystems (SAP, Oracle, Microsoft, Workday, or similar), Financial or regulatory technology solutions.
• Working Knowledge of Enterprise software architecture, SaaS business models, Financial systems, Sales and Use Tax or global tax compliance, Enterprise buying centers and procurement processes.