Senior Director, Sales

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

📋 Description

• Oversee the BA Insight sales team, providing coaching and development for Account Executives and Solutions Consultants.

• Collaborate with partner resources to meet quarterly and annual revenue goals.

• Manage territory planning, pipeline development, deal evaluation, qualification, forecasting, and ensuring Salesforce accuracy.

• Guide complex enterprise opportunities through multi-stakeholder purchasing processes, including executive alignment, business case development, evaluations/POCs, and commercial negotiations.

• Generate pipeline through Demand Generation initiatives, utilizing ABM programs, events, campaigns, target-account strategies, messaging, and marketing investments.

• Shape SDR performance by setting qualification standards, messaging strategies, target-account priorities, and facilitating handoffs from SDR to AE.

• Cultivate the Microsoft and AWS ecosystem through partner relationships, co-selling initiatives, partner-influenced pipeline, and enterprise AI projects.

• Collaborate with Product, Marketing, Customer Success, Services, and KCM leadership to synchronize market strategy, product direction, customer requirements, and sales execution.

• Stay informed on market trends in AI, enterprise search, data connectivity, knowledge discovery, competitive offerings, and enterprise technology priorities.

• Act as an executive sponsor for strategic opportunities, fostering relationships with senior customer and partner executives.

• Report directly to the General Manager while maintaining a dotted-line relationship with the BA Insight product-line leader.

⛳️ Requirements

• A minimum of 10 years of enterprise SaaS sales experience, including leading sales teams.

• Proven success in managing teams of quota-carrying Account Executives along with associated presales/technical resources.

• Consistent history of meeting or surpassing revenue targets while nurturing sales talent.

• Experience in selling complex enterprise solutions through multi-stakeholder purchasing processes involving business, IT, security, procurement, and executive leadership.

• Strong understanding of pipeline management, forecasting, quota models, sales economics, and Salesforce.

• Familiarity with value-based and MEDDICC-style selling, multi-threading, executive engagement, business-case development, and intricate negotiations.

• Executive presence with the ability to engage CIOs, CTOs, data, AI, and business leaders.

• Exceptional leadership, communication, presentation, and organizational skills.

• Capability to lead through direct authority and influence across Sales, SDR, Marketing, Product, and partner organizations.

• Willingness to travel as necessary for customer, partner, and industry events.

• Direct experience within Microsoft and/or AWS ecosystems, including partner, alliance, or co-sell initiatives.

• Experience collaborating with Demand Generation and SDR teams to establish a qualified enterprise pipeline.

• Background in enterprise search, knowledge discovery, data connectivity, generative AI enablement, or related enterprise software categories is advantageous.

• Familiarity with enterprise search/AI providers and/or knowledge of Microsoft 365, Azure AI, Microsoft Copilot, AWS, Amazon Bedrock, Amazon Q, or similar enterprise AI technologies is beneficial.

• Previous formal sales methodology training and strong customer and partner references.

• A Bachelor’s or university degree is preferred.

🏝️ Benefits

• Support for remote work.

• A global culture that fosters growth and opportunity.

• The chance to lead a dedicated enterprise sales organization at the convergence of AI, enterprise search, data connectivity, and the Microsoft and AWS ecosystems.