Enterprise Sales Director

Overview

Job Description

Responsibilities

• - Drive team revenue and performance, own team quota attainment by driving pipeline generation, meeting volume, and deal execution.
• - Support the globally distributed team’s pipeline generation efforts, including regular team PG days, managing outbound cadences, supporting marketing-driven ABM programs.
• - Own and manage a strategic book of business, focusing on high-value Enterprise accounts.
• - Drive rigorous account planning and deal inspection, leading regular deal reviews to drive engagement and advance pipeline.
• - Manage quarterly forecasts and hold the team accountable to forecast accuracy and pipeline coverage ratios.
• - Lead complex deal negotiations involving multiple technical stakeholders, procurement, and legal teams.
• - Use MEDDPICC to de-risk deals, improve win rates, and drive accurate forecasting.
• - Build strong executive relationships, acting as a trusted advisor to enterprise clients.
• - Collaborate cross-functionally with Product, Customer Success, and Marketing to drive adoption and retention.
• - Use detailed data and reporting to continuously review the health of business including pipeline metrics, opportunity aging reports, and deal qualification criteria.
• - Present business cases and ROI models to justify investment in our solutions.
• - Develop deep industry expertise to anticipate market trends and customer needs.
• - Drive thought leadership by participating in key industry events and conferences.

Required Skills

• - 10-15+ years of experience in B2B SaaS, including 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales environments.
• - Proven track record of driving team quota attainment and accurately forecasting revenue in long, complex sales cycles.
• - Deep MEDDPICC expertise with a hands-on approach to inspecting deals, managing risk, and improving win rates.
• - Demonstrated ability to lead Enterprise sales motions - navigating large buying groups and driving deal progression.
• - Strong command of pipeline and performance metrics, using data to manage the business, identify gaps and opportunities, and maintain forecast accuracy.
• - Proven track record of hiring A-level talent, with the ability to rapidly ramp new hires to achieve pipeline generation metrics and revenue targets.
• - Experience managing global accounts and large buying groups.
• - Exceptional strategic thinking, problem-solving, and negotiation skills.
• - Comfortable working with cross-functional teams to drive enterprise adoption.
• - Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly preferred.
• - Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom.

Benefits

• - Competitive salary
• - Remote work flexibility
• - Inclusive work environment
• - Opportunities for professional development
• - Health and wellness benefits