Director, Strategic Sales
Lead and scale a team of Strategic Account Executives focused on acquiring and growing high-value corporate accounts. Own full commercial lifecycle strategy, pipeline, forecasting, and cross-functional growth initiatives.
About the job
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).
Skills
Salesforce, MEDDPICC, Pipeline Management, Forecasting, B2B Sales, Account Planning, Stakeholder Mapping, Kpi Dashboards, Sales Analytics, AI Tools
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