Enterprise Sales Director

📋 Description

• Lead the team in achieving revenue and performance goals, taking ownership of team quota attainment by enhancing pipeline generation, meeting volume, and executing deals.

• Assist the globally distributed team's pipeline generation initiatives, which include regular team Pipeline Generation (PG) days, managing outbound communication strategies, and supporting marketing-led Account-Based Marketing (ABM) programs.

• Take charge of and oversee a strategic portfolio of business, concentrating on high-value Enterprise accounts.

• Implement thorough account planning and deal assessment, facilitating regular deal reviews to foster engagement and advance the pipeline.

• Oversee quarterly forecasts, ensuring the team is held accountable for forecast precision and pipeline coverage ratios.

• Lead intricate deal negotiations that involve multiple technical stakeholders, procurement, and legal teams.

• Employ MEDDPICC to mitigate deal risks, enhance win rates, and ensure accurate forecasting.

• Establish robust executive relationships, serving as a trusted advisor to enterprise clients.

• Work collaboratively across functions with Product, Customer Success, and Marketing to promote adoption and retention.

• Utilize comprehensive data and reporting to consistently evaluate business health, including pipeline metrics, opportunity aging reports, and deal qualification criteria.

• Present business cases and ROI models to substantiate investments in our solutions.

• Cultivate extensive industry knowledge to anticipate market trends and customer requirements.

• Drive thought leadership by engaging in key industry events and conferences.

⛳️ Requirements

• 10-15+ years of experience in B2B SaaS, with at least 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales settings.

• Demonstrated success in achieving team quota attainment and accurately forecasting revenue in lengthy, intricate sales cycles.

• In-depth MEDDPICC expertise with a proactive approach to deal inspection, risk management, and improving win rates.

• Proven ability to steer Enterprise sales strategies, maneuvering through large buying groups and facilitating deal progression.

• Strong understanding of pipeline and performance metrics, utilizing data to manage business operations, identify gaps and opportunities, and uphold forecast accuracy.

• Established track record of recruiting top-tier talent, with the capacity to quickly onboard new hires to meet pipeline generation metrics and revenue objectives.

• Experience in managing global accounts and large buying groups.

• Excellent strategic thinking, problem-solving, and negotiation abilities.

• Comfortable collaborating with cross-functional teams to enhance enterprise adoption.

• Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly advantageous.

• Proficiency with macOS and the ability to work fully remotely using tools such as Slack, Google Workspace, and Zoom is required.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Flexible working hours and fully remote work options.

• Opportunities for professional development and career advancement.

• Engaging work culture with team-building activities and events.