Sales Director

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

📋 Description

• Take ownership and meet the annual new business target within your designated North American market segment.

• Cultivate a robust self-sourced annual pipeline that exceeds marketing-generated leads.

• Manage deal execution from start to finish without escalation for core ideal customer profile (ICP) opportunities.

• Maintain a high win rate for sales-qualified leads and ensure real-time CRM tracking is accurate.

• Progress assigned pipeline opportunities without any stage regression, utilizing structured methodologies like ValueSelling.

• Establish enduring credibility and customer references within your segment to assert local market authority.

• Collaborate with internal teams to refine deal drivers, adjust sales strategies, and evaluate win/loss rationale.

• Transform assigned and self-sourced opportunities into new-logo ARR across FatTail and Lineup.

• Spearhead end-to-end sales execution across core enterprise accounts.

⛳️ Requirements

• Over 8 years of experience in enterprise software sales with a consistent record of multi-year quota achievement in a high-ACV, long-cycle sales environment.

• Profound domain expertise in the media industry and established credibility with media software purchasers.

• Proficient in structured sales methodologies, including ValueSelling and MEDDPICC.

• Strong commitment to maintaining forecast and pipeline accuracy.

• Demonstrated ability to uncover underlying customer business needs and create urgency in the absence of forced customer events.

• Commercial acumen to negotiate and structure multi-year enterprise software agreements encompassing SaaS licensing, implementation, and custom development elements.

• Collaborative, inquisitive, and goal-oriented mindset with a proven record of managing deals as team efforts across Pre-Sales, Marketing, Product, Finance, and Professional Services.

• Availability to maintain a travel and industry event schedule in North America (approximately 40% onsite travel).

🏝️ Benefits

• Comprehensive Health, Dental, and Vision Insurance.

• 401K with company match (100% of the first 3% and 50% of the next 2%).

• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents.

• Phone and internet stipend.

• Wellness, learning, and coworking reimbursements.

• Flexible work hours.

• Unlimited PTO.

• 11 paid holidays and a December holiday closure.

• Annual In-Person Event.