Sales Manager, Digital Natives
Leads a team of senior Account Directors selling and expanding AI platform solutions to high-growth digital-native technology companies. The role requires 15+ years of enterprise sales or GTM leadership, strong front-line management experience, technical fluency, and success with complex enterprise opportunities.
About the job
Responsibilities
- Recruit, develop, and lead a high-performing team of Account Directors.
- Establish a coaching culture centered on deal reviews, structured 1:1s, clear performance standards, hiring, development, and accountability.
- Define go-to-market strategy for high-growth technology and internet companies.
- Shape territory design, account prioritization, and coverage models.
- Codify repeatable sales motions for AI products and platform offerings.
- Implement disciplined pipeline and forecast management with strong data integrity.
- Set expectations for opportunity qualification, multi-threading, and deal quality.
- Balance new-logo acquisition with strategic expansion and platform adoption.
- Coach teams through multi-product, multi-stakeholder opportunities involving APIs, platform integrations, and AI-enabled product innovation.
- Partner with security, legal, and compliance teams on complex enterprise environments.
- Help customers translate AI capabilities into product differentiation, revenue acceleration, and operational leverage.
- Collaborate with Marketing on vertical messaging and demand generation.
- Provide prioritized feedback to Product on feature gaps, packaging, pricing, and competitive dynamics.
- Work with Finance on commercial structures balancing growth, margin, and risk.
- Align with Technical Success and post-sales teams to support implementation and expansion.
Requirements
- 15+ years of experience in enterprise sales or go-to-market leadership, including significant front-line management experience.
- Proven success leading enterprise motions in high-growth, technical markets.
- Experience building or scaling verticalized sales teams.
- Track record closing and expanding complex, multi-million-dollar enterprise opportunities.
- Strong background in data-driven sales management and operational rigor.
- Technical fluency in APIs, platform architecture, and AI/ML concepts, with the ability to engage CTOs, Heads of Product, and senior engineering leaders.
- Experience operating in emerging or non-standard go-to-market environments.
- Demonstrated ability to hire, coach, and retain top enterprise talent.
- Comfort with ambiguity and rapid iteration.
- Public-company experience with high accountability standards.
- Experience with consumption-based or platform sales models.
- Exposure to AI-native or developer-first sales motions.
- Experience across high-growth, VC-backed environments and scaled enterprise organizations.
- Direct experience selling to digital-native technology companies.
Nice-to-Haves
- Experience winning complex, high-visibility deals in competitive markets.
- Experience developing senior sellers into strategic operators.
- Experience establishing structure and operating cadence in a new vertical.
Compensation and Benefits
- Annual salary range: $216,000–$252,000.
- Hybrid work model with 3 days per week in the office.
- Relocation assistance is available to new employees.
Skills
Enterprise Sales, Go-to-Market Strategy, Sales Management, Pipeline Management, Forecast Management, Account Management, APIs, Platform Architecture, AI/ML, Salesforce, Territory Design, Demand Generation, Pricing Strategy, Commercial Strategy, Talent Development
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