Sales Director

About the Role

We are seeking a dynamic Sales Director to lead and grow our sales team remotely. You will be responsible for overseeing a group of Account Managers and Sales Executives, driving enterprise revenue growth from new acquisitions to renewals and expansions. This role demands a strategic leader comfortable working in an evolving company environment with a strong focus on SaaS and cybersecurity domains.

Key Responsibilities

• Lead, coach, and develop the sales team including Account Managers and Sales Executives by establishing clear targets and consistent execution frameworks.
• Manage the full enterprise revenue lifecycle including new customer acquisition, renewals, retention, and expansion opportunities.
• Build and sustain a robust sales pipeline through disciplined prospecting and proactive follow-ups to ensure opportunity conversion.
• Collaborate with marketing to refine enterprise messaging and positioning tailored to customer needs, stakeholders, and specific use cases.
• Drive the subscription and SaaS sales process from initial engagement through onboarding, renewal, and expansion phases.
• Create a seamless, low-friction buying experience guiding prospects from evaluation to purchase and implementation.
• Work closely with marketing to coordinate target account strategies, lead handoffs, and account-based campaigns to support new business and expansion.
• Maintain accurate and realistic sales forecasting reflecting both existing opportunities and ambitious growth targets.
• Ensure CRM data hygiene and appreciate the critical role of data in organizational success.
• Continuously enhance qualification procedures and sales/account playbooks for improved efficiency.
• Manage key enterprise accounts, including cross-selling, up-selling, account planning, relationship mapping, and risk mitigation related to retention.
• Develop a thorough understanding of the product offerings and the competitive landscape and provide market insights to leadership.

Required Experience and Skills

• Experience in cybersecurity and/or end user computing sales is highly desirable, or rapid ability to gain expertise in these sectors.
• Proven track record in enterprise sales and account management, adept at handling multi-stakeholder deals with extended sales cycles.
• Ability to manage comprehensive sales processes covering new customer acquisition and ongoing account management, including renewals and expansions.
• Strong capability in pipeline development and disciplined follow-up to advance sales opportunities.
• Experience selling SaaS or subscription-based products, comfortable managing recurring revenue and growth targets.
• Excellent consultative selling and product positioning skills with adaptability to varied personas and industries.
• Demonstrated interest and use of generative AI technologies to enhance sales processes.
• Strong interpersonal skills to collaborate across departments, manage complex conversations, and operate effectively under ambiguity.
• Hands-on approach suitable for a smaller organizational environment with growth potential.
• Capability to align cross-functional departments and manage customer expectations effectively.

Work Style and Culture

• Proactive, practical leader willing to engage in direct execution alongside leadership responsibilities.
• Adept at operating in uncertain environments and shaping roles as business needs evolve.
• Curious and open to innovative working approaches.
• Team-oriented with a collaborative style focused on alignment between marketing, sales, and account management.
• Highly customer-centric, commercially savvy, and driven by measurable revenue growth.
• Security-first mindset integrated into all aspects of work.
• Ability to thrive in a fully remote work setting.

Success Metrics

• Achieving revenue growth targets.
• Development and implementation of effective sales strategies and teams.
• Enhancement of pipeline generation and sales funnel conversion rates.
• Improving customer retention, renewals, and expansion performance.
• Building a strong, accountable team through regular coaching and performance management.
• Strengthening CRM discipline and sales forecasting accuracy.
• Defining and executing a clear go-to-market strategy for enterprise sales and strategic account growth.