Director of Sales – New Business

Director of Sales – New Business

About the Role
We are seeking an experienced Director of Sales to oversee and scale our new business acquisition team, consisting of eight high-performing Account Executives focused on mid-market organizations ($100M–$1B in revenue). Reporting to executive leadership, you will be responsible for developing and executing sales strategies, building an empowered team culture, and driving ambitious revenue growth. You’ll help shape and refine our go-to-market approach, leveraging best-in-class processes and new sales technologies, and collaborating across teams to accelerate net new logo acquisition.

Key Responsibilities

• Lead, coach, and develop a team of eight Account Executives focused on new business, providing hands-on direction, mentorship, and coaching to help each seller achieve and exceed targets.123
• Design and implement effective sales strategies to drive growth, maximize pipeline conversion, and expand market share in the mid-market segment.453
• Own forecasting, goal setting, pipeline management, and performance optimization to ensure the team consistently meets and exceeds quotas.
• Hire, onboard, and enable Account Executives, providing ongoing training, feedback, and career development guidance.63
• Analyze and improve sales processes—leveraging data, AI tools, and industry trends to increase team efficiency and effectiveness.21
• Foster a results-driven, collaborative, and adaptable team culture aligned with company values.
• Liaise with Marketing, Product, and Customer Success, ensuring the sales team’s feedback helps shape broader strategies and product evolution.53
• Track and report key performance indicators to executive leadership, providing insight into team performance, market shifts, and competitive dynamics.72
• Ensure best practices in sales methodology, deal management, and territory planning are adopted and iteratively improved.83

What We’re Looking For

• 5+ years of experience overseeing sales teams (preferably in SaaS, data, or B2B technology) selling into the mid-market segment.
• Demonstrated success building and scaling new business sales teams, with a track record of exceeding ambitious quotas and driving pipeline growth.32
• Strong leadership and coaching skills: proven ability to hire, mentor, and develop Account Executives at varying levels of experience.63
• Analytical and strategic thinker, experienced in using data and technology to drive decision-making and optimize team output.12
• Deep understanding of consultative, value-based sales and territory planning in a high-growth environment.
• Experience collaborating with cross-functional stakeholders to drive company-wide results and continuous process improvement.
• Excellent communication, negotiation, and interpersonal skills, with high EQ and resilience in fast-changing environments.
• Highly adaptable, embracing emerging sales trends (especially AI-driven sales) and change.
• Bachelor’s degree in business, marketing, or a related field (MBA or equivalent a plus).

Why Join Us?

• Opportunity to build and lead a top-tier sales team in a growing, innovative company with recently expanded solutions.
• Influence strategy, process, and culture as a key member of the go-to-market leadership team.
• Work in a dynamic, collaborative environment that values learning, agility, and real impact.

Details
Role Type: Senior leader, people manager
Team: 8 Account Executives (New Business)
Segment: Mid-market ($100M–$1B in revenue)
Quota/Goals: Team-based new logo and revenue targets
Reporting: Executive Leadership
Travel: Limited, mostly remote/hybrid setup

If you’re a strategic sales leader driven to build teams, accelerate revenue, and shape the future of company growth, we want to meet you.

The Core Mandate

The primary goal of this role is to scale new business acquisition in the mid-market by leading, coaching, and developing a team of eight Account Executives. The company is not just looking for a manager; they want a strategic leader who can refine their go-to-market approach and accelerate growth.

Key Responsibilities to Highlight

The job description emphasizes a mix of people leadership and strategic execution. Make sure your application demonstrates a track record in these areas:

• Team Leadership: You'll need to show that you can not only lead a team but also provide hands-on coaching, mentorship, and career development.
• Strategic Planning: The role involves designing and implementing new sales strategies to drive market share. You should highlight your experience in strategy, not just execution.
• Pipeline & Performance Management: This is about more than just managing a team; it's about owning the numbers. Showcase your expertise in forecasting, goal setting, and optimizing performance to exceed quotas.
• Cross-Functional Collaboration: The company explicitly mentions collaboration with Marketing, Product, and Customer Success. Be sure to provide examples of how you've worked with other teams to drive company-wide results.
• Process Optimization: They're looking for someone who can leverage data and new sales technologies—including AI tools—to improve efficiency. This is a key differentiator mentioned multiple times.

Essential Experience & Skills

The company is looking for more than just years of experience. They want proof of specific results. Be sure to quantify your experience wherever possible.

• Proven Track Record: The biggest requirement is a demonstrated history of building and scaling new business teams and exceeding ambitious quotas. Use specific numbers to back this up, such as "grew new business revenue by X%" or "increased team pipeline conversion from Y% to Z%."
• Mid-Market Focus: They are specifically targeting mid-market organizations. Make it clear that your experience is in this segment and you understand the unique challenges and opportunities it presents.
• Analytical & Adaptable: This role requires a leader who is strategic and uses data to drive decisions. They also value someone who embraces emerging trends, particularly AI-driven sales.
• High EQ & Resilience: This is a key cultural component. The company wants a leader with strong interpersonal skills who can thrive in a fast-changing environment. You can demonstrate this through stories of how you've navigated challenging situations or built trust with a team.