Director – Growth Sales

Title: Director, Sales - Growth

Department:Revenue

FLSA Status: Exempt 

Job Summary: The Director, Sales will lead and inspire the sales team to exceed targets, drive new client acquisition, optimize the sales pipeline, and manage strategic relationships with key client stakeholders. They will also develop and implement sales strategies, oversee contract negotiations, and analyze sales metrics to achieve revenue goals.

Key Responsibilities:

• Spearhead the development and implementation of strategic sales plans, encompassing  business development strategies for individual verticals and pipelines, to achieve company revenue targets.
• Responsible for identifying, implementing, and executing on high-level strategic initiatives across the New Business organization.
• Lead and participate in senior leadership sessions to guide and support the business
• Accelerate new client acquisition by identifying and prioritizing high-potential opportunities, optimizing the sales pipeline, and streamlining the sales cycle.
• Define, track, and analyze key sales metrics (monthly, quarterly, and annual quotas) to assess sales performance and proactively implement corrective actions to achieve or exceed annual revenue targets.
• Manage the sales revenue pipeline, identify and mitigate risks, and implement strategies to create sustainable growth.
• Lead and inspire the sales team to exceed activity metrics, bookings, and revenue quota.
• Drive process optimization to expedite the sales cycle and minimize the time to revenue.
• Collaborate with the People team to attract and recruit top-performing sales professionals for the team.
• Continuously monitor sales performance against forecasts, identify performance gaps, and implement corrective action plans to ensure the team achieves its targets.
• Represent the company at industry events and trade shows, fostering strategic partnerships and generating new business opportunities.
• Design and implement comprehensive sales training programs covering technical, competitive, and sales skills knowledge to enhance the team's effectiveness and expertise.
• Cultivate and manage strategic relationships with key client stakeholders, acting as a trusted advisor to drive continued value and customer satisfaction.
• Proactively identify and capitalize on cross-sell and upsell opportunities within the existing customer base to maximize revenue potential.
• Lead complex contract negotiations, renewals, amendments, and SOWs, ensuring favorable terms and pricing that optimize revenue recognition.
• Develop and maintain a robust set of customer success KPIs to track and measure sales activity, pipeline health, and overall performance.
• Champion and role-model the company's cultural values of humility, passion, inclusion, and leadership, fostering a positive and high-performing team culture.
• Maintain a deep understanding of our products, markets, and industry trends through continuous learning and professional development.

Qualifications and Experience:

• Extensive Experience relevant with Saas or Direct B2B High-tech solutions
• 3-5+ years of sales leadership with emphasis on coaching a team
• Track record of successfully scaling a profitable sales organization.
• Prior responsibility for forecasting ACV, revenue, associated costs, direct and sales goals, and team leadership.
• Experience working in a small, entrepreneurial company.
• Experience selling Identity or Security software and/or platform solutions into new markets and across all channels direct; inside sales; partners; and strategic alliances.
• Experience with product launch; strategic and product marketing a plus
• Full appreciation for marketing-driven demand generation and experience leveraging marketing automation.
• Experience with Salesforce 
• Knowledge of MEDDPIC is a plus.
• Knowledge of Fintech, Identity and Authentication are a must have

The anticipated salary range for this role is $180,000- $190,000 plus variable commission. Offered salary will be determined by the applicant’s education, experience, knowledge, skills, geo-location and abilities, as well as internal equity and alignment with market data.