# Director, Enterprise Sales

**Company:** [Ditto](https://hotfix.jobs/companies/ditto)
**Location:** Remote
**Role:** Account Executive
**Salary:** $197k – $247k/yr
**Experience:** 8+ years
**Skills:** Enterprise Sales, Sales Management, Consultative Selling, Account Strategy, Pipeline Management, Stakeholder Mapping, Technical Selling, Fortune 500 Sales, Oem Partnerships, Channel Sales, Edge Computing, Iot, Distributed Systems
**Posted:** 2026-06-30

> Director, Enterprise Sales leads a team of AEs and ADRs selling Ditto's peer-to-peer sync platform to Fortune 500 accounts. Responsible for complex 6-9 month consultative sales cycles, account strategies, pipeline execution, and cross-functional alignment to close $250K-$10M+ ACV deals.

## Job Description

## 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.

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