Senior Sales Director

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

📋 Description

• Build, lead, and cultivate a high-performing commercial team focused on account prospecting, account management, and sales operations.

• Recruit exceptional leaders and sales professionals while enhancing talent where necessary.

• Oversee outcomes related to account prospecting, account management, sales operations, and the development of strategic accounts.

• Establish clear objectives, delegate responsibilities, and hold both leaders and individual contributors accountable.

• Create the annual sales strategy and spearhead growth into new segments, accounts, and purchasing centers within energy and financial markets.

• Collaborate with Marketing to drive pipeline generation and conversion.

• Personally assist with the largest strategic pursuits.

• Work alongside Product and Marketing teams to develop go-to-market strategies for new data products, including positioning, packaging, pricing, and launch.

• Manage strategic account outcomes and ensure alignment among Sales, Account Management, Product, Marketing, and Advisory on account strategies.

• Ensure that strategic account plans incorporate relationship maps, executive sponsors, whitespace, renewal risk, and expansion targets.

• Establish cross-sell and upsell objectives and engage senior client executives.

• Take ownership of retention and expansion outcomes, including gross renewal rates, net revenue retention, and expansion revenue.

• Minimize churn and enhance recurring revenue through the account management team.

• Manage sales operations outcomes, focusing on pipeline visibility, forecast accuracy, and data integrity.

• Provide accurate forecasts to the Chief Commercial Officer.

• Collaborate with Finance and HR to design sales compensation structures.

• Ensure the implementation of consistent sales methodologies, playbooks, pricing guidelines, and deal approvals.

⛳️ Requirements

• Bachelor’s degree is mandatory; an MBA or advanced degree is preferred.

• 12–15 years of progressive B2B sales experience, including at least 5 years in building and leading sales and/or account management teams.

• Proven history of hiring, developing, and retaining top sales talent and leadership.

• Demonstrated success in driving revenue growth beyond expectations through a team, with evidence of increased new bookings and recurring revenue.

• Experience leading a sales operations function, with responsibility for CRM, pipeline management, forecasting, and sales compensation.

• Familiarity with managing strategic or enterprise accounts that involve complex, multi-stakeholder buying processes.

• Previous experience in the oil and gas, midstream, energy, or commodity markets is strongly preferred; background in selling data, analytics, research, or SaaS subscriptions is a plus.

• Strong executive presence with the ability to engage senior leaders in the energy and financial sectors.

• Advanced proficiency in Salesforce or HubSpot, Excel, and PowerPoint; experience with BI tools such as Tableau or Power BI is advantageous.

• Proven capability to operate with urgency, manage competing priorities, and thrive in a fast-paced environment.

• Demonstrated commitment to personal development.

• Willingness to travel 25–30% for client meetings and industry events.

• Completion of the two Predictive Index assessments is required.

🏝️ Benefits

• Medical (with multiple plan options), Dental, and Vision Coverage with Company Contributions.

• 401K plan with a 3% Company Match.

• Flexible and Health Savings Account Options with Company Contributions.

• Employee Assistance Program (EAP) and Wellness Program.

• Life and Accidental Death, Short- and Long-Term Disability Coverage.

• Variable incentive (target): $75,000 – $90,000, linked to new bookings, net revenue retention, and strategic account expansion.

• On-target earnings (OTE): $250,000 – $300,000.