Director of Sales – Account Executive, New Business

This is a fully remote position, open to applicants in North America.

📋 Description

• Recruit, onboard, and lead a team of new logo Account Executives.

• Provide coaching to Account Executives on prospecting, qualification, discovery, and executing complex deals.

• Collaborate with Marketing and the SDR/BDR team to build and enhance new business pipeline generation.

• Take ownership of team quota attainment, bookings targets, and ensure forecast accuracy.

• Report to the VP of Sales regarding pipeline health, deal progression, and overall results.

• Implement a consistent sales methodology and a repeatable sales process from initial contact to signed contract.

• Establish territory and account assignment rules for new prospecting efforts.

• Ensure clear handoff boundaries with the Account Management team.

• Manage the transition from closing to onboarding with the Account Management and Implementation teams.

• Collaborate with Pre-sales Engineers on discovery strategies, demo alignment, and win themes.

• Drive competitive positioning against ERP vendors and Microsoft Dynamics implementation partners.

• Set individual and team KPIs and conduct 1:1 meetings, pipeline reviews, and forecast discussions.

• Work alongside Sales Enablement and Marketing on messaging, collateral, and demo scripts.

• Partner with RevOps/Sales Operations on territory design, compensation plan structuring, and CRM/reporting accuracy.

• Represent the company at industry events, trade shows, and partner conferences.

• Maintain robust HubSpot CRM hygiene and forecasting discipline.

⛳️ Requirements

• Bachelor's degree in Business, Sales, Marketing, or a related field.

• Over 7 years of B2B software/technology sales experience, with a proven track record in acquiring net-new logos.

• More than 3 years of experience in leading and scaling a quota-carrying, new-business Account Executive team.

• Demonstrated success in developing repeatable, metrics-driven sales processes, including pipeline generation, forecasting, and sales methodologies.

• Experience in selling or supporting the sale of Microsoft Dynamics ERP (Business Central and/or Finance & Supply Chain Management) or similar ERP platforms is strongly preferred.

• Proven capability to recruit, hire, and effectively ramp new sales talent quickly.

• Familiarity with CRM and sales engagement tools, including HubSpot, forecasting methodologies, and sales analytics.

• Excellent skills in coaching, negotiation, and communication with executive presence.

• Willingness to travel for client meetings, industry events, and trade shows as necessary.

• Experience competing against Microsoft Dynamics partners, NetSuite, Sage Intacct, Acumatica, or similar ERP competitors is preferred.

• Proficiency in a structured sales methodology such as MEDDIC/MEDDPICC, Challenger, or Command of the Message is preferred.

• Experience collaborating with SDR/BDR leadership on outbound pipeline generation and lead qualification is preferred.

• Background in channel/partner-based or VAR/reseller software sales models is preferred.

• Familiarity with value-based and consultative selling in lengthy, multi-stakeholder sales cycles is preferred.

🏝️ Benefits

• Medical, dental, and vision healthcare coverage.

• 401(k) retirement plan.

• Generous paid time off for vacations, holidays, and sick days.

• Fully remote work from the location of your choice.