Director, Sales

Director, Sales (Customer Sales)
The Director, Sales (Customer Sales) is responsible for leading and scaling a critical segment of our customer sales organization, driving revenue growth, customer expansion, and team performance across assigned segments or portfolios. This role balances strategic leadership with hands-on execution, owning sales outcomes while developing high-performing managers and individual contributors.
The Director partners closely with senior sales leadership and cross-functional stakeholders to translate go-to-market strategy into repeatable execution, ensuring strong pipeline health, predictable forecasting, and exceptional customer outcomes.
What You’ll Do
Sales Leadership & Performance

• Lead and scale a team of Customer Account Executives and/or first-line managers, setting clear expectations around performance, accountability, and results.
• Own revenue targets, pipeline health, and forecast accuracy across your assigned customer segment.
• Establish and monitor KPIs to drive consistent execution, deal quality, and long-term growth.

Strategy & Execution

• Translate broader sales and company strategy into actionable plans for your team, balancing new growth, expansion, and retention.
• Partner with senior sales leadership to refine territory design, account segmentation, and coverage models.
• Drive execution of strategic account plans for priority customers, ensuring expansion opportunities are identified and pursued.

Deal Leadership & Customer Engagement

• Provide hands-on leadership for complex, high-value deals, including deal strategy, executive alignment, and negotiation support.
• Build and maintain relationships with senior-level customer stakeholders to strengthen partnerships and unlock expansion opportunities.
• Ensure customer value is clearly articulated and aligned to business outcomes throughout the sales cycle.

Team Development & Enablement

• Coach and develop sales managers and ICs through regular performance reviews, deal coaching, and career development planning.
• Partner with Sales Enablement to reinforce strong discovery, value-based selling, and execution discipline.
• Foster a high-performance, inclusive culture focused on accountability, collaboration, and continuous improvement.

Cross-Functional Partnership

• Collaborate closely with Marketing, Product, Customer Success, and Finance to ensure alignment across messaging, offerings, and customer lifecycle execution.
• Provide structured feedback from the field to influence product direction, pricing, and go-to-market initiatives.
• Support change management and adoption of new tools, processes, and programs across the sales organization.

Operational Rigor & Insights

• Monitor and understand performance trends across revenue, pipeline, conversion, and customer health.
• Use data and insights to drive operational excellence including but not limited to CRM hygiene, pipeline generation and forecasting accuracy.
• Operate and make decisions with intention and purpose.

What You’ll Bring

• 10+ years of progressive B2B sales experience, with a strong track record of driving revenue in complex, solution-based sales environments.
• 4–6+ years of experience leading sales teams, including direct management of managers and/or senior individual contributors.
• Experience selling enterprise or mid-market software solutions; order-to-cash, payments, or financial technology experience is strongly preferred.
• Proven ability to balance strategic thinking with hands-on execution in a fast-moving environment.
• Strong coaching and leadership skills with demonstrated success developing high-performing teams.
• Deep understanding of consultative, value-based selling motions and complex buying cycles.
• Data-driven mindset with experience using performance metrics to guide decisions and improve outcomes.
• Excellent communication and stakeholder management skills, with comfort engaging at the executive level.

 

The expected base salary range for this position is $170,000- $190,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.

 

 

 

Don't meet every single requirement? Studies have shown that women