Director, Strategic Sales

Accountabilities:: Own and deliver revenue targets for the Strategic Accounts business across the Americas. Lead, develop, and expand a team of Strategic Account Executives, including recruiting and onboarding additional talent. Coach experienced sales representatives through complex, multi-stakeholder enterprise deals, helping them navigate decision-makers and maintain momentum throughout extended sales cycles. Design and implement repeatable processes for pipeline generation, forecasting, opportunity management, and deal execution. Leverage modern sales technologies and AI to improve sales productivity, consistency, and scalability. Generate new demand and build pipeline across Retail and QSR loyalty segments. Develop and strengthen relationships with strategic customers in partnership with Marketing, Customer Success, Product, and other internal teams. Represent customer and market insights internally, helping shape product priorities and go-to-market strategy. Monitor and report on revenue performance, pipeline health, forecast accuracy, and other key sales metrics. Establish a high-performance sales culture focused on strategic account growth, customer value, accountability, and sustained execution. Requirements: 10+ years of enterprise SaaS go-to-market experience, including at least 5 years of direct sales leadership and people management. Proven experience owning enterprise, strategic, or key account relationships rather than focusing solely on broader enterprise sales. Deep expertise in at least one major sales methodology, such as MEDDPICC, Sandler, Challenger, or Force Management, with working knowledge of additional methodologies. Demonstrated success navigating complex, multi-stakeholder sales processes and building trusted relationships with senior decision-makers. Proven ability to maintain sales velocity and momentum throughout long, consultative enterprise sales cycles. Strong coaching capabilities, particularly with experienced and high-performing sales professionals, with the ability to help tenured representatives reach a higher level of performance. Experience building scalable sales processes rather than relying primarily on individual effort or informal practices. Strong understanding and practical use of modern sales tools and AI to improve pipeline generation, forecasting, productivity, and deal execution. Strong commercial judgment, strategic thinking, communication, and relationship-building skills. Ability to work remotely while collaborating effectively across functions and time zones. Comfortable working Eastern or Central Time Zone hours. Willingness to travel domestically and internationally on an occasional basis, generally less than 50% of the time. Benefits: Estimated total compensation of $375,000–$425,000, with actual compensation depending on experience, skills, qualifications, certifications, and location. Choice of medical, dental, and vision plans. 401(k) plan with 100% company match on employee contributions up to 4%. 100% company-paid life insurance and short-term and long-term disability coverage. Flexible paid time off policy. $350 home office setup budget. $50 monthly home office allowance. Ability to work from abroad for up to 90 days worldwide. WeWork On-Demand access for flexible workspace options. Mental health support through nilo.health. $1,200 annual learning and professional development budget. Remote-first work environment with opportunities to collaborate across international teams.