Director, Enterprise Sales

Responsibilities

• Manage, coach, and develop 4 Account Executives selling enterprise transformation.
• Collaborate with Solutions team leadership to refine AE/Solutions sales motion, resolve resource allocation and deal prioritization conflicts.
• Build AE capability in consultative selling, business case development, executive engagement, navigating technical procurement, and managing complex buying committees.
• Develop ADRs to balance account intelligence with pipeline generation.
• Conduct deal reviews focused on account strategy, stakeholder mapping, competitive positioning, and technical validation.
• Own commercial pipeline: ensure coverage, healthy stage distribution, and accurate forecasting.
• Develop account strategies for 50-75 named Fortune 500 target accounts.
• Manage complex deal cycles including product co-development and implementation planning.
• Support AEs in C-suite engagement and final negotiations on large deals.
• Establish sales methodology and playbooks for consultative enterprise selling.
• Define ADR focus between account research and outbound pipeline generation.
• Partner with Marketing on ABM campaigns, events, and demand generation for named accounts.
• Partner with Partnership Lead on channel strategy, SI relationships, and OEM partnerships.
• Develop processes for ADRs to identify trigger events creating buying windows.
• Maintain alignment with Solutions, Customer Success, Marketing, Partnerships, Product, and Engineering teams.
• Participate in CRO staff meetings and contribute to revenue strategy.

Requirements

• 8+ years in enterprise B2B software sales with 4+ years managing quota-carrying AEs.
• Direct experience selling into Fortune 500 accounts with $250K+ ACV deals.
• Track record managing teams achieving $3M-$5M+ annual bookings targets.
• Experience with consultative, complex sales cycles (6+ months) involving technical validation, procurement, and multi-stakeholder committees.
• Ability to coach AEs on business case development, executive engagement, and strategic positioning.
• Strategic account planning for complex enterprises with multiple buying centers.
• Sales coaching through deal-specific feedback.
• Technical fluency to engage CTOs, VPs of Engineering, and architects.
• Accurate pipeline management and forecasting.
• Cross-functional influence without formal authority.
• Operational discipline to establish processes and accountability.

Strongly Preferred

• Experience with technical co-selling models involving engineers or architects.
• Background selling platform/infrastructure technology requiring co-development or heavy implementation.
• Familiarity with OEM partnerships, channel sales, or selling through systems integrators.
• Prior experience in services-heavy or professional services-led sales.
• Understanding of edge computing, IoT, distributed systems, or infrastructure software markets.