Senior Director, Inside Sales

Exterro is seeking a motivated and results-driven Senior Director, Inside Sales to join our dynamic SaaS sales team. Reporting directly to the Chief Revenue Officer (CRO), this Senior Director will lead and scale our high velocity inside sales organization ensuring the achievement of pipeline, bookings, and revenue goals while building a culture of accountability, development and operational excellence. You will drive strategy and collaborate cross-functionally with Marketing, Customer Success and Product to align GTM initiatives. 

Key Responsibilities:

• Lead, coach, and develop inside sales team members to exceed monthly and quarterly quotas.
• Build, implement, and iterate on the inside sales strategy aligned with overall company objectives.
• Develop and execute plans to expand pipeline generation, accelerate sales cycles, and drive predictable revenue growth.
• Partner with marketing to refine lead generation, lead scoring, and conversion strategies for the region.
• Analyze and report on pipeline metrics, forecast accuracy, and team performance to executive leadership.
• Drive operational rigor in the sales process using Salesforce and sales engagement tools.
• Foster a high-performance, inclusive culture focused on coaching, career growth, and continuous improvement.
• Identify process bottlenecks and propose scalable solutions to improve conversion and efficiency.
• Collaborate with Product and Customer Success to ensure customer needs are represented and inform GTM strategy.

Qualifications

• 8+ years in sales leadership roles within SaaS, with at least 3+ years managing inside sales teams at scale.
• Proven track record of meeting or exceeding sales targets in a high-velocity SaaS environment.
• Experience managing managers, with a strong ability to develop leaders and build high-performing teams.
• Deep understanding of SaaS sales metrics, pipeline management, and forecasting.
• Strong analytical and operational mindset with familiarity with Salesforce, Gong, or similar tools.
• Excellent communication and executive-level reporting skills.
• Ability to thrive in a fast-paced, evolving environment while maintaining a focus on team culture and accountability.
• Ability to inspire, mentor, and manage a sales team, fostering a culture of collaboration, accountability, and achievement.
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.

Skills

• Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).
• Exceptional leadership, communication, and interpersonal skills with the ability to engage effectively with C-level executives and other key decision makers. 
• Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.
• Analytical mindset with the ability to interpret data and make data-driven decisions.
• Negotiation skills with a focus on creating win-win outcomes.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $140,000-$165,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition,