Enterprise Sales Director

Job Summary

The Enterprise Sales Director will own and grow a portfolio of enterprise accounts while leading a high-performing team of Account Executives. This is a player-coach role for someone who has taken a mid-tier team and driven it to top performance at scale. You thrive in complex, multi-stakeholder sales environments, you run the operational engine with rigor, and you can compellingly articulate the business value of AI-driven transformation. You will drive net-new revenue, expand existing accounts, and build the talent, culture, and processes needed to scale our enterprise motion.

Key Responsibilities

• Team Leadership, Coaching & Culture
  Lead, coach, and develop a team of 5 to 10 Enterprise Account Executives; serve as a daily sounding board on live deals and act as a player-coach across the full selling motion.
  Coach reps on deal development and closing at early, mid, and late stage; work with each rep individually to ensure every rep hits their early, mid, and late stage activity and progression metrics.
  Build an inspiring, positive culture that holds a high bar, brings energy, and creates the conditions for every rep to win.

• Recruit top enterprise talent and build a bench of future leaders; run regular 1:1s, pipeline reviews, deal coaching sessions, and quarterly performance evaluations.

• Revenue & Operational Rigor
  Own and exceed an enterprise team quota for net-new ARR and expansion revenue.
  Manage the operational engine end to end: drive pipeline creation, enforce consistent daily and weekly rep activity, generate qualified opportunities, and convert them to closed-won that meets forecast.
  Hold the standard of 100 percent rep success against plan; surface and close attainment gaps rep by rep before they become quarter risk.
  Maintain healthy, accurately forecasted pipeline across the team at 3x coverage minimum.

• Forecasting & Commit Discipline
  Own forecasting and commit management for the team; set and hold hard deadlines and hard commits, and manage the team to them.
  Bring discipline and accuracy to weekly forecast calls, and translate pipeline reality into reliable commits that leadership can plan against.

• Deal Strategy & Cross-Functional Partnership
  Lead opportunity strategy, pricing strategy, and solution strategy on key deals.
  Partner closely with Enterprise Solutions Directors, Solutions Consultants, and the Product teams to shape winning, value-based deal approaches.
  Provide structured market and competitive feedback to Product and GTM based on what is happening in live deals.

• Customer & Executive Engagement
  Build and own senior customer relationships; work directly with customer executives to open net-new logo opportunities.
  Pursue and win large, high-ARR mega deals, and build the enterprise relationships that sustain expansion over time.
  Lead consultative, value-based engagements across C-suite and VP buyers in Finance, Operations, Supply Chain, Procurement, and IT.

• Sales Execution & Enablement
  Bring the rigor and detail to structure enterprise presentations, run full deal cycles end to end, and demonstrate execution the team can model.
  Own Salesforce hygiene across the team so the system of record stays clean, current, and trustworthy.
  Build and run sales enablement programs that upskill and uplevel the entire enterprise team.
  Ensure consistent use of MEDDIC, MEDDPICC, or comparable enterprise qualification methodology.

Qualifications

• Proven track record of taking a mid-level performing team and leading it to top performance at scale.
• 10+ years of enterprise sales leadership, leading and scaling B2B enterprise software sales teams.
• Demonstrated track record of consistently exceeding quota as both an individual contributor and a people manager.
• Experience selling into enterprise accounts ($500M+ in revenue) with deal sizes of $250K to $2M+ ARR.
• Deep familiarity with complex, multi-stakeholder sales processes and enterprise procurement cycles.
• Strong ability to sell to and influence C-suite and senior executive buyers.
• Proficiency in CRM tools (Salesforce preferred) and modern sales engagement platforms.
• Excellent communication, presentation, and negotiation skills.

Nice-to-Have Qualifications

• Experience selling AI, automation, or analytics software into business operations functions (Finance, HR, Supply Chain, Procurement, or similar).
• Familiarity with AI/ML concepts sufficient to hold credible conversations with technically sophisticated buyers.
• Experience with MEDDIC, MEDDPICC, Challenger, or Command of the Message methodologies.
• Prior experience at a high-growth SaaS startup or scale-up environment.
• Established network of enterprise-level relationships in target verticals.

Benefits

We offer competitive compensation, full benefits, and a culture that rewards rigor, ownership, and results.