Area Sales Director, Strategic Sales

Responsibilities

• Attract, recruit, hire, and mentor the Strategic Account Executive sales team.
• Lead a team of Strategic Account Executives managing the company’s largest customers.
• Create an open, inclusive, team-oriented environment with a results-driven culture of accountability and transparency.
• Set expectations, follow through effectively, and provide coaching and mentorship.
• Deliver and exceed sales targets while ensuring company goals are achieved consistently and sustainably.
• Analyze data and market dynamics to maximize existing successes and create new sales growth opportunities.
• Forecast monthly, quarterly, and annual targets for assigned regions and manage supporting metrics such as pipeline coverage and average selling price.
• Design, build, and execute enterprise business plans that generate short-term results while maintaining a long-term perspective.
• Establish sales force structures, process strategies, and resource plans to capture opportunities in target markets, enterprise accounts, partners, and industry verticals.
• Own the pipeline-generation strategy and collaborate with internal stakeholders to execute it.
• Maintain market intelligence and develop strategies to sustain market leadership.
• Define and communicate long-term vision and strategy.

Requirements

• 15+ years of experience building and running strategic sales teams in the software industry.
• 7+ years of experience as a frontline sales leader.
• Deep understanding of SaaS and cloud go-to-market models and the roles required for effective customer engagement.
• Relevant software industry experience in IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications, and/or analytics.
• Consistent record of meeting or exceeding targets and objectives personally and as a leader.
• Excellent leadership and influencing skills, with the ability to build strong internal and external business partnerships.
• Mastery of consultative and solution-selling methodologies such as MEDDPICC, Challenger, Solution Selling, and Sandler.
• Technical aptitude and experience selling to CEOs, CFOs, CIOs, CTOs, and lines of business.

Compensation and Benefits

• Annual on-target compensation (OTE) for candidates located in California, excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington: $376,000–$517,000 USD.
• Equity, where applicable.
• Health, dental, and vision insurance.
• 401(k).
• Flexible spending account.
• Paid leave, including PTO and parental leave.
• In-person onboarding during the first week at the San Francisco, CA or Chicago, IL office.