Director, Commercial Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a regional team of Commercial Field Account Executives.

• Develop and execute an effective sales strategy, operational program, and routine.

• Foster strong relationships with prospects, customers, partners, and team members.

• Recruit, onboard, and accelerate the integration of new talent.

• Cultivate new business opportunities.

• Take ownership of regional quota achievement and nurture the next generation of sales leaders.

• Provide continuous coaching to sellers and assess the effectiveness of coaching efforts.

• Actively participate in significant deals alongside account executives.

• Manage forecasting through meticulous opportunity evaluation and pipeline health validation.

• Conduct pipeline generation, account planning, and opportunity qualification programs in alignment with MEDDPICC.

• Direct account and territory planning to enhance customer wallet share and competitive market presence.

• Sustain key relationships with customers and partners while expanding the regional customer base.

• Collaborate with Sales Engineering, Channel, Partners, Professional Services, Customer Success, Marketing, and Support to finalize deals and drive revenue and adoption.

⛳️ Requirements

• A proven history of significantly improving the performance of individual representatives, with specific examples of individuals and measurable outcomes.

• Experience in developing individuals into larger roles, including promoting from within your own team.

• The capability to coach in real-time—during and immediately following customer interactions—rather than solely in scheduled reviews.

• Credibility with customers and a knack for empowering representatives during critical opportunities.

• A successful track record of hiring effectively and retaining strong team members.

• Demonstrated ability to accomplish objectives through teams that do not report directly to you.

• Skill in building relationships across organizational boundaries.

• Proficiency in communication, presentation, and influence at all organizational levels, including executive and C-level.

• Openness to feedback and the ability to modify approaches based on evidence.

• Proven experience in sales management, consistently meeting or surpassing targets.

• Ability to interpret complex or imperfect pipelines and differentiate between commit, best case, and upside.

• Fluency in sales metrics, including activity, pipeline coverage, win rates, and attainment.

• Strong attention to detail and comfort working at individual record, opportunity, and portfolio levels.

• Capability to develop and execute strategic plans, prioritizing engagement based on strategic objectives.

• Proven experience managing an operational program and cadence focused on pipeline generation, account planning, and opportunity planning aligned with MEDDPICC.

• Experience collaborating with partners and channel organizations to generate incremental revenue.

• Exceptional listening, organizational, negotiation, and presentation skills, along with strong oral and written communication abilities.

• Previous experience in a high-growth, fast-paced environment, complemented by a growth mindset, technical acumen, and a genuine interest in security.

• BA/BS degree or equivalent experience.

• Preferred experience in cybersecurity.

• Existing relationships with channel partners in the region are preferred.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Employee Stock Purchase Plan (ESPP)

• Flexible time off

• Paid company holidays and sick leave

• Gender-neutral parental leave

• Grandparent leave

• Medical, dental, and vision coverage

• 401(k) retirement plan with company match

• Life and disability insurance

• Health and dependent care FSA

• Voluntary benefits (hospital, accident, critical illness)

• Employee Assistance Program (EAP)

• ARAG pre-paid legal services

• Nationwide pet insurance

• Cancer Care program

• Global business travel medical insurance

• Home office allowance

• Mobile phone reimbursement

• Wellness coach

• Wellness/gym reimbursement

• Fertility coverage

• Adoption & surrogacy reimbursement