Senior Director, Strategic Sales

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

📋 Description

• Lead, coach, and mentor a team of 7 to 10 strategic account executives.

• Recruit and enhance the team, address any underperformance issues, and cultivate a high-performing sales culture.

• Develop and standardize sales processes specifically for platform deals.

• Provide coaching to representatives on consultative selling, customer storytelling, co-selling, in-person strategies, and executive sponsorship.

• Create measurable outbound new-logo pipelines and Account-Based Experience (ABX) initiatives in collaboration with Marketing.

• Organize field events and collaborate with strategic systems integrators, alliances, and partners.

• Integrate agents, MCP, and Ora into strategic deals while working alongside agentic specialists, Customer Success, Professional Services, and partners.

• Relay successful use cases, personas, and objections back to the Product team.

• Structure partner deals as platform agreements and transition customers with adoption plans to Account Management and Customer Success.

• Oversee weekly pipeline inspections and ensure forecast accuracy.

• Utilize AI for deal-risk assessments, forecasting, account research, call coaching, and personalized outreach.

• Identify new market segments, verticals, and use cases, including Unified Commerce.

• Provide guidance on pricing, including AI pricing, and advocate for the needs of the team.

• Report directly to the Head of NA Sales.

⛳️ Requirements

• 5+ years of successful experience managing a field sales team in a rapidly growing B2B SaaS environment.

• Demonstrated success in selling iPaaS or platform solutions across various departments to acquire new customers, focusing on large platform deals rather than point solutions.

• Proven track record of generating outbound pipelines as a measurable and repeatable source.

• Experience in co-selling with strategic systems integrators, alliances, and a partner ecosystem.

• Strategic foresight and the ability to make long-term decisions.

• Capability to sell platform solutions instead of point integrations.

• Proficiency in measuring pipeline sources, win rates, conversion rates, and outcomes.

• Curiosity about emerging markets, buyers, and technology.

• Ability to rapidly test new plays, segments, and messaging.

• An ownership mindset and a willingness to engage in critical deals and address cross-functional revenue gaps.

• Fluency or the ability to rapidly develop fluency in AI, agents, and MCP.

• Experience in selling AI, agentic, or automation solutions is advantageous.

• Experience in selling to mid-market and enterprise eCommerce, Unified Commerce, and/or fast-growing SaaS companies is a plus.

🏝️ Benefits

• Remote-first culture.

• Three weeks of vacation (starting from year one).

• Wellness days and holidays.

• Parental leave.

• Comprehensive benefits package.

• Monthly technology stipend.

• Opportunities for recognition and career development.

• Accelerated learning opportunities.

• Competitive compensation.

• Inclusive, high-growth work environment.

• Exceptional colleagues who challenge and inspire you daily.