Director, Commercial Sales & Account Management
Lead a team of 100+ offshore Account Managers and sellers to drive Net ARR growth through upsell, cross-sell, and strategic renewals for CMRL customers. Requires 10+ years SaaS sales/account management experience including 4+ years leadership, with proven success scaling teams in high-growth environments.
About the job
Responsibilities
- Directly manage frontline managers — coaching and motivating them to hit quarterly targets and broader strategic goals, while building a culture of accountability, continuous improvement, and customer satisfaction.
- Recruit, hire, and develop top talent, building a bench of future leaders. Bring demonstrated experience scaling sales teams from the ground up and leading through periods of transformational growth.
- Partner with Marketing on customer experience, lead generation, and pricing/acquisition strategy. Work with Product, Sales, Onboarding, and Strategy leaders to surface customer needs, inform roadmap decisions, and design incentive plans and GTM strategies that create a cohesive, connected customer journey across global functions.
- Track and report on key performance metrics, using data to identify strengths, close gaps, and guide decisions toward quarterly sales targets.
- Drive engagement, upsell, and retention strategies, testing and iterating quickly. Serve as the customer-facing escalation point for complex deals, leveraging executive relationships to resolve challenges and close successfully.
- Build and refine scalable processes that improve team efficiency and performance.
Qualifications
- 10+ years of experience in SaaS sales, account management, or customer success, including 4+ years in a leadership role.
- Proven success leading SMB, Commercial, or Mid-Market segments through complex deal cycles, cross-functional dependencies, and strategic renewal motions.
- Experience leading offshore Sales, Account Management, or Customer Success teams a plus, but not required.
- Strong operational acumen, with comfort using Salesforce, dashboards, AI tools, forecasting models, and pipeline analytics.
- Experience with value-based selling and/or multi-product growth motions.
- Excellent communicator and cross-functional collaborator with the ability to influence up, down, and across the organization.
- Proven ability to build and scale teams in fast-paced, high-growth SaaS environments.
Nice-to-Haves
- Experience leading offshore Sales, Account Management, or Customer Success teams.
Skills
SaaS Sales, Account Management, Customer Success, Salesforce, Sales Leadership, Upsell, Cross-Sell, Renewals Management, Value-Based Selling, Pipeline Analytics
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