Senior Director - Enterprise Sales (HLS)

Job Responsibilities

• Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading HLS firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts.
• Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts.
• Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures.
• Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability.
• Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise HLS firms.
• Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements.
• Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits.
• Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation.
• Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments.
• Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements.
• Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained.

Requirements

• 15+ years proven expertise Enterprise Sales Leadership across enterprise accounts focused on Salesforce-centric roadmaps; with a demonstrable record of closing high-value, multi-year engagements in professional services.
• Deal complexity and deal size are the measures that matter.
• Proven Portfolio Growth: Demonstrable experience navigating complex procurement, legal, and political landscapes of enterprise-level HLS firms.
• Deep experience in the Salesforce Ecosystem, specifically with enterprise-grade clouds such as Revenue Cloud (CPQ), Communications Cloud, or Media Cloud.
• Prior experience, selling within or alongside a global system integrator (GSI) and navigating the co-sell and account team dynamics that define large GSI-led pursuits is strongly preferred.
• Consultative, strategic mindset with an advanced understanding of complex subscription billing models, usage-based pricing, and global digital content distribution.
• Mastery of the Salesforce portfolio’s enterprise capabilities, including MuleSoft for high-volume, legacy API integrations and Tableau for enterprise-wide churn and sentiment analysis.
• Ability to “project manage” long-cycle, complex sales pursuits involving multiple internal and external technical and executive stakeholders.
• Exceptional organizational skills with a focus on managing high-value, complex pipelines and technical pre-sales complexity.
• Manage the full enterprise sales lifecycle within Salesforce, from initial opportunity creation through multi-year account expansion, maintaining pipeline integrity, forecast accuracy, and executive-level visibility across long-cycle, complex pursuits.

Preferred Experience/Skills

• Bachelor’s Degree preferred, or equivalent experience.
• Experience as a Salesforce Consultant, preferably at an implementation partner.
• Prior experience operating within or selling alongside global system integrators and familiarity with GSI account team structures, co-sell motions and enterprise delivery governance.

Company Information

Flexible working hours with an emphasis on a life-work balance (in that order!)

Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage

Competitive quarterly bonus opportunities

Continuing education & certification reimbursements, specifically within the Salesforce & Snowflake ecosystems; plus occasional in-house competitions with spot bonuses

A flexible and fun team culture!

We value transparency, support, flexibility, growth, teamwork, fun, and so much more

Quarterly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance

Opportunities for accelerated growth, networking, and career guidance and support

Trust, transparency and respect across all levels of the company