Senior Director, New Logo Sales

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

📋 Description

• Lead, mentor, and cultivate a team of enterprise Account Executives tasked with acquiring new enterprise clients in your designated region.

• Foster a culture of accountability, urgency, and disciplined execution focused on acquiring new logos.

• Conduct regular one-on-ones, deal assessments, territory planning meetings, and pipeline reviews to enhance performance.

• Recruit and onboard exceptional sales talent as the organization expands.

• Establish clear performance expectations and development plans for every team member.

• Take ownership of and achieve the regional new logo ARR target.

• Ensure each Account Executive maintains a robust pipeline with a minimum 4x coverage ratio and adheres to strong qualification practices.

• Drive consistent application of a structured enterprise sales methodology, such as MEDDPICC.

• Personally engage in strategic opportunities to accelerate deal progression and boost close rates.

• Monitor performance against quotas and implement corrective measures when necessary.

• Provide accurate weekly, monthly, and quarterly forecasts to the VP of New Logo Acquisition.

• Maintain strict CRM hygiene and ensure high-quality opportunity data in Salesforce.

• Analyze pipeline metrics, conversion rates, and sales productivity to pinpoint trends and opportunities for enhancement.

• Collaborate with Revenue Operations to assist with reporting, territory management, and performance analysis.

• Translate go-to-market strategies into focused regional execution plans.

• Work alongside Marketing, SDRs, Alliances, and Solutions Engineering to optimize pipeline generation and conversion.

• Assist in refining account segmentation, prospecting strategies, and competitive positioning.

• Share market insights and competitive intelligence to enhance the new logo playbook.

• Collaborate closely with Solutions Engineering to support technical evaluations and proof-of-concept initiatives.

• Partner with Customer Success to ensure smooth transitions and effective customer onboarding.

• Collaborate with Marketing and Business Development to enhance demand generation efforts at the territory level.

• Act as the voice of the field to internal stakeholders.

⛳️ Requirements

• 8+ years of experience in enterprise software sales, including a minimum of 3 years managing quota-carrying Account Executives.

• Proven track record of successfully leading teams focused on acquiring new logos and consistently surpassing new business targets.

• Experience selling to enterprise organizations (5,000+ employees) and engaging with senior technical and business stakeholders such as CISO, CTO, and VP of Engineering.

• Strong coaching abilities with a demonstrated capacity to enhance representative productivity and performance.

• In-depth knowledge of structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management.

• Experience in cybersecurity, application security, DevSecOps, or related enterprise technology sectors is highly preferred.

• Analytical mindset with robust forecasting and pipeline management skills.

• Proficiency in Salesforce, Clari, Gong, Outreach, and other contemporary sales tools.

• Excellent communication skills, executive presence, and the ability to influence across various functions.

• Fluency in English is required; additional language skills relevant to your market are advantageous.

🏝️ Benefits

• Comprehensive health and wellness benefits

• Generous paid time off

• Equity participation