Director of Sales, Enterprise
Leads enterprise new-logo acquisition and expansion while personally closing complex fintech and financial-services deals, carrying an individual quota, and coaching a team of senior AEs and SDRs. Requires 8+ years of enterprise B2B SaaS sales, frontline leadership experience, and a proven six- and seven-figure deal record.
About the job
Responsibilities
Player responsibilities
- Hunt, own, and close strategic enterprise accounts, including banks, credit unions, payment processors, lenders, and platform fintechs.
- Carry an individual quota in addition to the team quota.
- Lead discovery, scoping, demos, technical evaluation support, commercial negotiations, redlines, and contract close.
- Generate pipeline through outbound prospecting, networks, partner channels, and events.
- Serve as the senior deal voice on major opportunities and unblock deals at any stage.
Coaching and leadership responsibilities
- Hire, develop, and retain Enterprise AEs and supporting SDRs.
- Run 1:1s, pipeline reviews, deal reviews, and call coaching.
- Own forecasting accuracy and provide defensible weekly forecasts to the CRO.
- Partner with Marketing on ABM, Product on roadmap feedback, Customer Success on handoffs and expansion, and Partnerships on co-selling.
- Establish pipeline, stage-conversion, cycle-time, and win-rate targets.
- Present sales performance, pipeline health, competitive intelligence, and strategic recommendations to executives and the board.
Requirements
- 8+ years of enterprise B2B SaaS sales experience, including at least 4 years in frontline sales leadership managing AEs.
- Documented experience personally closing six- and seven-figure ACV deals.
- Experience selling to financial institutions, fintechs, payment processors, lenders, or adjacent regulated industries.
- Familiarity with KYB, KYC, IDV, AML, fraud, underwriting, or onboarding tooling.
- Player/coach experience leading a team while personally running deals.
- Fluency with HubSpot, Outreach or Salesloft, Gong or Chorus, LinkedIn Sales Navigator, and ZoomInfo or similar tools.
- Mastery of a structured enterprise sales methodology such as MEDDPICC, Command of the Message, Challenger, or Force Management, with the ability to teach it.
- Strong commercial judgment regarding pricing, packaging, contracts, and procurement.
- Executive presence and writing suitable for Chief Risk Officers and boards.
Benefits
- Medical, dental, and vision coverage
- 401(k) retirement plan
- Life insurance
- Flexible paid time off
- 9 paid holidays
- Free food and snacks in the Orlando office
Skills
B2B SaaS, Enterprise Sales, Sales Leadership, HubSpot, Outreach, Salesloft, Gong, Chorus, LinkedIn Sales Navigator, ZoomInfo, MEDDPICC, ABM, Kyb, Kyc, AML
Similar jobs
Account Executive jobs
OpenAI
San Francisco, CAOwn and grow key manufacturing accounts by building executive relationships and driving AI adoption across operations, supply chain, and engineering. Requires 14+ years enterprise SaaS/PaaS sales experience with proven success selling to large manufacturers and hitting >$2M annual targets.
Cobalt.io
United States
Enterprise Account Director responsible for owning a Northwest US territory, hunting new enterprise logos in cybersecurity/pentesting, and expanding existing strategic accounts through the full sales cycle. Requires 5+ years selling SaaS or cybersecurity solutions to CISOs, AppSec, and engineering buyers with a proven track record of exceeding targets.
OpenLoop
United States
Leads sales efforts targeting health systems to build referral partnerships, generate pipeline, close enterprise deals, and scale revenue in virtual care delivery. Requires 8-12+ years in B2B healthcare sales with deep health system networks.
Ironclad
United States
Leads a manufacturing-focused enterprise sales team, driving strategic-account acquisition, expansion, forecasting, and quota attainment. Requires 10+ years in SaaS sales, at least 5 years managing teams, enterprise closing experience, and strong Salesforce-based sales operations expertise.
OpenAI
Washington, DCOwns strategic state and local government accounts, driving enterprise AI adoption and complex public-sector sales from pipeline through deployment. Requires 10+ years of government technology sales or transformation experience, executive relationships, procurement expertise, and a sustained record of exceeding $2 million in annual revenue targets.