Director, Enterprise Sales

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

📋 Description

• Take ownership of a sales quota and close intricate, multi-stakeholder enterprise deals typically ranging from $500K to $1M+ ARR, with opportunities to expand into multi-million-dollar accounts.

• Manage outbound prospecting and pipeline generation across designated accounts, with support from business development, technical sales, and revenue operations teams.

• Develop and implement account plans for targeted enterprise clients.

• Lead discovery sessions and value-based selling by quantifying ROI, aligning with business priorities, and fostering executive-level consensus.

• Conduct executive meetings with CFOs, CPOs, CIOs, and CEOs.

• Collaborate with the VP of Strategic Partnerships to refine ideal customer profile (ICP), messaging, and territory strategy.

• Employ MEDDICC or similar sales methodologies, maintain a forecasting cadence, conduct pipeline reviews, and create mutual close plans.

• Tailor outreach to VP- and C-level prospects.

• Coordinate with Customer Success to drive expansions and uphold best-in-class net revenue retention (NRR).

• Influence customer outcomes and company direction while addressing challenges across data, AI, and enterprise operations.

⛳️ Requirements

• Proficient understanding of source-to-pay and procurement/finance operations.

• Capability to discuss contracts, invoices, spending, and sourcing with CPOs and CFOs.

• Familiarity with Ariba, Coupa, and Contract Lifecycle Management (CLM) tools.

• Extensive network within enterprise C-level executives.

• Ability to cultivate new networks through conferences, social media, and prospecting efforts.

• Over 10 years of experience in B2B or enterprise AI technology sales, demonstrating success in prospecting and closing deals.

• Proven track record of successfully closing large, complex deals of $10M+ in enterprise sales and/or $1M+ deals in startup or scale-up environments.

• Experience with both enterprise and startup buying motions is preferred.

• Proven ability to engage and schedule meetings with executives at the VP and C-level, including CFOs, CIOs, CPOs, and CEOs.

• Familiarity with MEDDICC, Challenger, or SPIN sales methodologies.

• Strong ownership mentality and accountability for pipeline and revenue results.

• Excellent communication skills with both technical and non-technical senior audiences.

• Ability to navigate through ambiguity with changing priorities.

• Self-motivated and organized, capable of handling multiple priorities with minimal supervision.

🏝️ Benefits

• Competitive base salary.

• Sales quota.

• Employee stock option plan.

• Comprehensive medical, dental, and vision coverage for self, spouse, and family, with 100% of the premium paid.

• 401(k) plan with a 3% employer contribution of salary.

• Flexible working arrangements.

• Generous paid time off (PTO).

• Clear opportunities for growth as the customer base, platform, and company expand.