Director of Sales
We are supporting a venture-backed logistics technology company on their search for a Sales Director. This role is responsible for driving revenue growth across strategic enterprise accounts while securing new logo wins within key target verticals. The Sales Director will lead complex, multi-stakeholder sales cycles, develop executive-level customer relationships, and drive long-term account expansion strategies. Operating as a senior individual contributor and commercial leader, this individual will partner closely with Customer Success, Product, Marketing, and Revenue Operations to expand market presence and maximize customer value across large-scale enterprise organizations.
Responsibilities
- Own and grow strategic enterprise accounts with accountability for long-term revenue expansion and customer success
- Develop executive-level relationships and act as a trusted advisor to senior customer stakeholders across global and regional organizations
- Lead strategic account planning initiatives aligned with customer objectives and long-term growth opportunities
- Drive complex multi-region sales processes involving multiple business units, stakeholders, and decision makers
- Identify, prospect, and close new strategic enterprise opportunities within target verticals and priority accounts
- Develop business-case-driven expansion strategies that increase adoption, customer value, and revenue growth
- Coordinate closely with Customer Success teams to support implementation, adoption, growth planning, renewals, and customer advocacy initiatives
- Partner with Product and leadership teams to communicate customer feedback, influence product direction, and support strategic initiatives
- Collaborate with Marketing to develop references, case studies, testimonials, and strategic customer success stories
- Maintain disciplined pipeline management, opportunity forecasting, account planning, and CRM hygiene
- Work cross-functionally with sales, customer success, marketing, product, and operations teams to drive successful customer outcomes
- Share account strategies, sales best practices, and deal learnings to support broader commercial team performance
- Track market trends, customer challenges, and competitive developments to identify new business opportunities and growth strategies
Qualifications
Required Qualifications
- 10-15+ years of enterprise B2B sales experience
- Proven success prospecting, winning, and expanding large strategic enterprise accounts
- Demonstrated ability to consistently achieve and exceed revenue targets
- Strong executive presence and experience engaging C-suite and senior stakeholders
- Experience leading complex enterprise sales cycles involving multiple decision makers and business units
- Proven ability to drive account expansion through structured account planning and executive relationship management
- Strong commercial, negotiation, and business development capabilities
- Excellent communication, presentation, and stakeholder management skills
- Highly organized with strong pipeline management, forecasting, and CRM discipline
Preferred Skills & Attributes
- Experience selling enterprise SaaS, automation, robotics, logistics technology, supply chain solutions, warehouse technology, or data analytics platforms
- Expertise using MEDDPICC, MEDDIC, or similar enterprise sales methodologies
- Experience leveraging customer insights to influence product strategy and commercial initiatives
- Strong leadership presence with the ability to influence cross-functional teams without direct authority
- Experience securing enterprise references, case studies, and strategic customer partnerships
- Growth mindset with a passion for continuous improvement and organizational impact
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