Director, CRM Sales

Quick Facts

• Role: Director, CRM Sales

• Focus: Build and lead a regional direct CRM sales team to accelerate new business growth and achieve quarterly/annual revenue targets.

Description

Build and scale a team of direct CRM Account Executives to drive rapid new business sales growth across the region. Own regional go-to-market sales strategy with Sales Operations, lead territory and opportunity development, support field sales in closing deals, and manage accurate forecasts and pipeline. Partner with internal teams and engage C-level stakeholders to retain and grow customers while meeting annual goals.

Responsibilities

• Recruit, coach, and mentor direct CRM Account Executives; drive a performance culture
• Develop and execute regional sales strategy in collaboration with Sales Operations, including competitive analysis and regional GTM effectiveness
• Lead territory planning, relationship development, and opportunity development; support Field Sales Teams in closing opportunities
• Define territories and quota structures and clearly communicate performance expectations
• Manage and report accurate forecasts and pipeline
• Engage and align in C-level meetings to understand customer business requirements
• Build cross-functional relationships with Solution Consulting, Business Units, Professional Services, Marketing, and partner community; coordinate with executive leadership
• Retain and grow the existing customer base through regular non-sales customer engagement
• Support pipeline generation activities developed by marketing and/or partners

Requirements

• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
• Extensive track record of new business sales success with strong presentation and negotiation skills, including at C-level
• Proven success recruiting, coaching, and managing an exceptional sales team
• Strong strategic thinking plus analytical and financial planning skills to meet/exceed quotas
• Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection
• Experience driving the sales process and collaborating effectively with Sales Operations
• Ability to understand IT business drivers and the “bigger picture”
• Ability to build long-term strategic and senior-level relationships
• Ability to adapt effectively in a rapidly changing and growing environment
• Strong business and financial acumen
• Proven partner relationships and ability to grow revenue through the partner ecosystem
• Self-motivated, collaborative leadership style with a focus on collaboration and overachievement
• Champions and develops top performers; supports topgrading practices

Benefits

• Base pay guideline: $151,150 – $224,775, plus equity (when applicable), variable/incentive compensation, and benefits
• On Target Earnings (OTE) incentive compensation structure for sales roles
• Health plans, flexible spending accounts, 401(k) plan with company match, ESPP, matching donations
• Flexible time away plan and family leave programs
• Compensation varies by geographic location and may change based on work location