Director of Sales

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

📋 Description

• Lead efforts to acquire new logos in the region

• Directly oversee, recruit, mentor, and develop Account Executives and the SDR Manager

• Manage sales and sales development initiatives within the assigned region

• Formulate and implement a comprehensive regional go-to-market strategy

• Cultivate a high-performing sales culture and promote predictable pipeline generation

• Achieve revenue growth across specified territories

• Conduct evaluations of pipeline, deals, territories, and SDR performance

• Supervise onboarding, enablement, and ramp-to-productivity programs

• Be accountable for net-new logo acquisition targets and corresponding revenue goals

• Develop strategies for territory and market penetration

• Drive objectives related to pipeline, bookings, and ARR

• Establish a forecasting discipline and maintain precise sales projections

• Lead quarterly and annual business planning sessions

• Collaborate with Marketing on campaigns, events, and demand generation activities

• Ensure the effective utilization of CRM systems and sales methodologies

• Build executive customer relationships and support strategic sales initiatives

• Assist customers in defining strategies for API modernization and AI adoption

• Position Axway in relation to competitors in API management, AI security, and AI gateway

• Work in partnership with Presales, Professional Services, Customer Success, Product Management, and Marketing

• Provide market insights and support strategic growth initiatives

⛳️ Requirements

• 8+ years of experience in enterprise software sales

• 3+ years of experience leading successful enterprise sales teams, including frontline sales leaders or sales development managers

• Proven track record in managing sales teams focused on net-new logo acquisition

• History of consistently surpassing revenue and growth targets

• Experience in selling API management, integration, cloud, SaaS, data, security, AI infrastructure, governance, or similar enterprise technology solutions

• Strong understanding of enterprise software sales methodologies and complex sales cycles

• Demonstrated capability to recruit, coach, and retain high-performing sales talent

• Experience in overseeing Sales Development/SDR performance and aligning SDR teams with Account Executives, Marketing, and Presales

• Strong executive presence and excellent communication skills

• Ability to operate effectively in a dynamic, growth-oriented environment

• Willingness to travel as necessary

• MBA or advanced business degree is preferred

🏝️ Benefits

• Health coverage

• Retirement plans

• Paid time off

• Flexible work arrangements

• Career development opportunities

• Competitive salary

• Global culture perks