Director, Strategic Sales

What You'll Do

• Lead and scale a team of Managers of Strategic Account Executives who manage commercial accounts through the full lifecycle of acquisition, adoption, and expansion
• Own pipeline, forecasting, Salesforce hygiene, and adherence to MEDDPICC for all deals on your team, and coach them to close and hit targets
• Own the strategy for ezCater’s most complex and high-potential new customers and customer expansions - including expansion planning, stakeholder mapping, prospect outreach, vertical campaigns, account activation, and pipeline health
• Build repeatable systems and playbooks for account planning, forecasting, customer meetings, and executive engagement
• Partner cross-functionally with Marketing, Product, and Operations to improve customer experience and drive account growth
• Bring data-driven sales leadership to the organization using KPIs and dashboards to manage performance, forecast outcomes, and identify opportunities for growth
• Serve as a senior point of escalation for strategic accounts and a key partner in account strategy and retention
• Recruit, coach, and develop a high-performing leadership bench, focused on execution, enablement, and long-term career development
• Drive a culture of collaboration and innovation that improves team productivity and customer satisfaction

What You Have

• 8+ years of relevant B2B sales leadership experience with at least 3 years as a second line leader. Experience with consumption models or marketplaces a plus, and fluency with value-based, ROI-driven selling a must
• Demonstrated success leading teams that sell into complex, multi-stakeholder organizations (e.g., Fortune 1000) with senior decision makers and deal size of $100k+, and hitting quarterly growth targets across a team of sales reps and managers
• Proven track record of building and scaling Account Executive teams, including hiring, coaching, and performance management
• Strong command of tools such as Salesforce, Excel/Sheets, and sales analytics platforms
• Daily use of, and extreme comfort with, multiple AI tools and to end-to-end sales cycle including account intel, prospecting, outbounding, and overall sales productivity
• Experience delivering cross-functional projects that improve customer outcomes and drive commercial results
• Expertise in pipeline management, forecasting, and data-driven sales strategy
• Experience managing teams that sell into procurement, supply chain, or operational leadership roles
• Experience with marketplaces or bottoms-up GTM Motions
• Proven success driving multi-year account growth through structured expansion planning and stakeholder engagement
• High comfort level operating in a fast-paced, ambiguous environment with competing priorities and evolving processes
• Strong analytical acumen; ability to translate data into insights and action
• Excellent communicator and cross-functional collaborator; able to influence senior stakeholders internally and externally
• Strategic yet hands-on; willing to dive into deal strategy, customer meetings, and process design as needed
• Ability to travel 25% of the year; including Sales Kick Off, Together Weeks, and customer visits when applicable

Compensation

The national cash compensation for this role will consist of base salary and a variable component for a total on-target earnings (OTE) of $360,000 per year. Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).