Strategic Sales Director

This is a fully remote position, open to applicants in Connecticut, +4 more states.

📋 Description

• Acquire new strategic accounts by identifying, prospecting, and securing new logos across national markets.

• Expand into adjacent segments through focused go-to-market strategies and solution-driven selling.

• Build and oversee a qualified pipeline with strong CRM discipline and accurate forecasting.

• Lead consultative sales cycles with C-suite and VP-level stakeholders, delivering customized value propositions and ROI-focused proposals.

• Represent the company at national industry events to enhance brand presence and generate qualified leads.

• Take ownership of retention and growth within a portfolio of strategic accounts, identifying upsell and cross-sell opportunities.

• Lead renewals and contract negotiations while safeguarding margins and strengthening multi-threaded relationships.

• Serve as the executive escalation point for high-value account issues and coordinate cross-functional resolutions.

• Develop and implement a national territory plan with clear targets for new logos, expansion revenue, and product mix.

• Collaborate with senior leadership on strategic planning, forecasting, and sales coverage design.

• Work with marketing on demand generation, ABM initiatives, and product launch activation.

• Manage, coach, and nurture a team of individual contributor account managers.

• Recruit and onboard top sales talent while building bench strength for succession planning.

• Ensure CRM accuracy and enforce pipeline standards throughout the team.

• Provide weekly pipeline reviews and monthly business updates with clear visibility into revenue risks and opportunities.

• Monitor KPIs including new logo acquisition, retention, pipeline coverage, win rate, and average deal size.

• Manage territory expenses responsibly and maintain timely reporting.

⛳️ Requirements

• 8+ years of B2B sales experience, including 3+ years in a director-level or senior sales leadership capacity.

• Demonstrated success in new business development and strategic account management on a national scale.

• Consistent achievement of quotas related to new logo acquisition and expansion revenue targets.

• Proven experience in building and executing territory plans with measurable outcomes.

• Strong consultative and solution-selling abilities, ideally with MEDDIC, Challenger, or Value Selling methodologies.

• Experience in managing and developing sales teams comprised of individual contributors.

• Proficiency in CRM systems, preferably Salesforce, with a comfort in pipeline reporting and data-driven decision-making.

• Bachelor's degree required; MBA preferred.

• Industry experience in shipping, mailing, logistics, parcel technology, or document management is preferred.

• Familiarity with SaaS-based shipping or mailing platforms and selling into complex verticals is preferred.

• Experience in entering adjacent or greenfield markets.

🏝️ Benefits

• Opportunities for career growth and development.

• An inclusive environment that fosters diverse perspectives and ideas.

• Challenging and unique opportunities to contribute to the success of a transforming organization.

• Comprehensive benefits offered globally (PB Benefits and Wellbeing Programs).