Director of Sales

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

📋 Description

• Lead, mentor, and cultivate a high-performing sales team across the US.

• Create a structured sales operating rhythm that includes 1:1 meetings, pipeline management, forecasting, account planning, and performance development.

• Provide guidance, set priorities, and offer support, while removing obstacles and enhancing team capabilities.

• Oversee daily sales execution and performance within the US market.

• Formulate account plans and pinpoint new business and growth prospects within key accounts.

• Foster trusted relationships with senior stakeholders at customer organizations, supporting complex, strategic, and high-value opportunities.

• Broaden EXA's network and relationships while establishing new customer connections.

• Be responsible for sales and revenue targets within the designated customer base.

• Maintain an active pipeline of qualified sales opportunities, forecasted against monthly, quarterly, and annual goals.

• Ensure that opportunities are accurately qualified, staged, and have defined next steps and closing plans.

• Challenge assumptions regarding the pipeline and maintain realistic sales forecasts.

• Collaborate with Product, Engineering, Operations, Finance, Legal, and other internal stakeholders regarding opportunities, solutions, growth, and renewals.

• Align customer needs with EXA's internal teams, ensuring that commitments are both commercially and operationally viable.

• Coordinate cross-functional resources to address strategic opportunities and customer requirements.

• Act as a customer advocate internally while balancing EXA's commercial and operational goals.

• Develop an understanding of customer dynamics, competitor activities, and market trends within the US connectivity and digital infrastructure sectors.

• Identify target customers, market opportunities, and whitespace in both existing and prospective accounts.

• Provide senior leadership with insights on customer needs, competitive positioning, and emerging opportunities.

• Contribute to the formulation and execution of the US sales strategy.

⛳️ Requirements

• Demonstrated experience in leading and developing a sales team, ideally in telecommunications, connectivity, digital infrastructure, or related technology sectors.

• Ability to lead by example while developing and empowering team members to achieve results, rather than depending solely on personal sales performance.

• Consistent track record of exceeding quarterly and annual sales targets.

• Strong comprehension of relevant technology, telecommunications, and digital infrastructure markets and trends.

• Experience managing multiple complex sales cycles that involve several stakeholders and significant commercial value.

• Sound commercial judgment and the confidence to question opportunities, forecasts, and assumptions.

• Effective prioritization and time management capabilities.

• Strong internal influencing skills, with the ability to build trusted relationships with customers, colleagues, and senior stakeholders.

• Excellent communication skills, both written and verbal.

• A strong sales orientation and a clear sense of ownership and accountability.

• Successful candidates must pass background screening.

🏝️ Benefits

• 100% On-Target Earnings (OTE).

• Employee employment status.

• Background screening for successful candidates.