Sr. Director, Sales

Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.

 

With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives. We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.

Welcome to a world of less data entry and more data integrity. Welcome to the Rightsline reality!

 

The Position

The Sr. Director of Sales – New Logo will lead Rightsline’s new customer acquisition strategy and execution across Enterprise and Commercial segments. This role owns new-logo revenue growth, enterprise and commercial pipeline generation, and the scaling of a high-performance sales organization capable of driving Rightsline from ~$50M to $100M+ ARR.

This leader will build a disciplined enterprise sales engine focused on complex, multi-stakeholder deals with long sales cycles, ensuring predictable execution, strong forecasting, and reduced “no decision” outcomes.

Status: Full-Time Opportunity – Our recruitment team is actively seeking candidates for this open position.

 What you will do:

• Own all new-logo revenue outcomes, including bookings, pipeline health, and forecast accuracy.
• Lead and scale a team of Account Executives (initially ~2-3), with responsibility to expand capacity over time.
• Build and scale a dedicated SDR organization aligned to enterprise and commercial account-based selling motions.
• Implement a rigorous enterprise sales methodology (e.g., MEDDICC) to drive qualification discipline, deal inspection, and predictable outcomes.
• Establish best-in-class enterprise sales processes including discovery frameworks, executive alignment, mutual action plans, and value-based selling.
• Reduce “no decision” outcomes by strengthening economic buyer alignment, business case development, and compelling event creation.
• Partner closely with Marketing to define ICP, target accounts, ABM strategies, and enterprise demand generation.
• Collaborate with Product, RevOps, and Customer Success to align enterprise GTM strategy, product positioning, and land-and-expand motions.
• Deliver accurate forecasts and pipeline reviews to executive leadership and the Board.
• Recruit, develop, and mentor top-tier enterprise grade sales talent while building clear career paths and performance standards.

Success Metrics:

• New-logo Enterprise ARR attainment
• Optimize SQL to SQO conversion (hand off from SDR to AE)
• Align SDR targets with Account Executive goals
• Reduce ramp to quota and increased efficiency in sales cycle durations
• Pipeline coverage ratio (4–6× quota)
• Increase Win rate on strategic, enterprise and commercial segments 
• Sales cycle progression and late-stage conversion
• Reduction in no-decision outcomes
• Forecast accuracy and deal inspection rigor
• AE and SDR ramp productivity and retention

What you will bring to the role: 

• 5+ years of progressive B2B SaaS sales leadership experience, preferably in complex sales/enterprise environments, preferably PE backed. 
• 10+ yrs of B2B SaaS sales experience as an individual contributor capacity. 
• Managed both individual and team sales quotas from $1M - $5M ARR. 
• Deep expertise selling complex enterprise software with long sale