Senior Director – Enterprise Sales

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

📋 Description

• Collaborate with C-level executives (CIOs, CTOs, CROs, CMOs) at top MAE firms to spearhead multi-year digital transformation projects and secure significant enterprise “logo” accounts.

• Drive the acquisition of new enterprise logos by fostering executive relationships, connecting with the VC/PE ecosystem, participating in major industry forums, and leveraging the TCS global client network to pinpoint Salesforce opportunities within existing TCS accounts.

• Oversee the complete customer relationship lifecycle, ensuring that Salesforce solutions effectively connect enterprise systems with large-scale, high-volume management frameworks.

• Facilitate in-depth discovery discussions to identify technical debt, constraints from legacy systems, and strategic business objectives tied to recurring revenue models, global churn reduction, and enterprise scalability.

• Deliver sophisticated Salesforce solutions that align with the long-term strategic goals and digital roadmaps of enterprise MAE firms.

• Provide professional after-sales governance and executive oversight to boost customer lifetime value (LTV) and guarantee extended, phased platform adoption, including collaboration with Coastal and TCS delivery leadership on enterprise accounts where Coastal functions as the Salesforce practice within larger engagements.

• Maintain precise forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of intricate enterprise technology pursuits.

• Offer strategic direction to Business Development and pre-sales teams engaged in enterprise pursuits, assisting with stakeholder mapping and executive-level value articulation.

• Collaborate closely with Salesforce MAE-focused RVPs and AEs to co-sell and establish a reputation as the preferred global partner for complex implementations, while aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio.

• Partner with Leadership to ensure alignment of enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments.

• Work alongside Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure, and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements.

• Regularly maintain an executive presence at client locations and major industry events, investing in face-to-face relationships as a key factor in winning and retaining enterprise deals.

⛳️ Requirements

• 15+ years of demonstrated expertise in Enterprise Sales Leadership within enterprise accounts focused on Salesforce-centric roadmaps, with a proven track record of closing high-value, multi-year contracts in professional services. Deal complexity and size are critical metrics.

• Proven Portfolio Growth: Substantial experience navigating the intricate procurement, legal, and political landscapes of enterprise-level MAE firms.

• Extensive knowledge of the Salesforce Ecosystem, particularly with enterprise-grade clouds such as Revenue Cloud (CPQ), Communications Cloud, or Media Cloud. Previous experience selling within or alongside a global system integrator (GSI) and navigating the co-sell and account team dynamics that characterize large GSI-led pursuits is highly preferred.

• Consultative, strategic mindset with an advanced understanding of complex subscription billing models, usage-based pricing, and global digital content distribution.

• Mastery of the enterprise capabilities of the Salesforce portfolio, including MuleSoft for high-volume, legacy API integrations and Tableau for enterprise-wide churn and sentiment analysis.

• Ability to effectively “project manage” long-cycle, complex sales pursuits involving multiple internal and external technical and executive stakeholders.

• Exceptional organizational skills, with a focus on managing high-value, complex pipelines and addressing technical pre-sales intricacies.

• Manage the complete enterprise sales lifecycle within Salesforce, from initial opportunity creation through multi-year account expansion, ensuring pipeline integrity, forecast accuracy, and executive-level visibility across long-cycle, complex pursuits.

• Must possess full-time permanent US work authorization.

🏝️ Benefits

• Flexible working hours prioritizing life-work balance (in that order!)

• Remote work options available; company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as necessary to client sites.

• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage.

• Competitive quarterly bonus opportunities.

• Reimbursements for continuing education and certification, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses.

• A flexible and enjoyable team culture! We value transparency, support, flexibility, growth, teamwork, fun, and much more.

• Frequent team and cultural activities, both virtual and in-person, including Lunch and Learns, Happy Hours, and team-building events.

• Monthly All-Hands meetings to connect the company, with an open-door leadership policy providing access to mentorship and guidance.

• Opportunities for accelerated growth, networking, and career guidance and support.

• A culture of trust, transparency, and respect across all levels of the company.