Director of Sales - Major Accounts

The Director of Sales - Major Accounts delivers sales results on predetermined growth revenue targets through leadership and management of individual contributors known as Enterprise Client Directors. Utilizing their influence, the Director of Sales performs a strategic leadership role by directing Enterprise Client Directors to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers. As the forefront leader who interacts with customers, the Director of Sales is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.

What You’ll Do

• Develop personalized coaching plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement

• Mentor and encourage a growth mindset amongst the team

• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges

• Assess and set account territory priorities for the team 

• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts

• Use data to monitor performance and identify trends or areas for improvement

• Develop sales plans, strategies, and tactics that align with company goals and customer needs

• Observe, assess and monitor seller outreach, deal pipeline and deal quality 

• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success

• Build relationships with external customers, prospects and partners, to support the go-to-market strategy 

• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed

• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices

• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns

What You'll Need

Minimum Qualifications

• 10+ years experience in sales, business administration, or related field

• 5+ years of progressive sales management experience, preferably in the software or technology areas

• Undergraduate degree or equivalent combination of education and experience in a related field

Preferred Qualifications

• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions

• Ability to provide deal support and guidance to sellers on enterprise accounts selling into business lines as well as technical leadership (CIO/CTO)

• Ability to manage and coach a diverse team of sales professionals

• Exceptional communication skills and business acumen

• Executive presence with the ability to communicate at the most …