Head of Sales, AMER Enterprise

About the Role

Key Responsibilities

• Recruit, interview, hire, train, and retain top talent for the sales team.
• Oversee and inspect the daily workflow of the team to promote KPI accountability and identify coaching opportunities.
• Identify and address performance gaps and build strategic coaching plans.
• Conduct team meetings to motivate and enable the team around key objectives.
• Provide constructive and timely performance evaluations and career development support.
• Handle disciplinary measures and employee terminations in accordance with company policy.
• Partner with Account Executives on complex deals, navigating customer negotiations and internal approvals.
• Work cross-functionally with Customer Success, onboarding, marketing, and product teams to support growth strategies.
• Coordinate resources throughout prospecting and sales cycles, including building pipeline via partnerships and business development.
• Deliver presentations to potential buyers, including C-level executives, in both in-person and virtual settings.
• Maintain accurate Salesforce hygiene and opportunity forecasting.
• Work strategically with senior sales and cross-functional leadership to identify trends, challenges, and opportunities.
• Build and foster a high-performing team culture focused on engagement, collaboration, and satisfaction.
• Provide thought leadership and strategic direction on the Mid-Market segment within AMER.
• Collaborate across functions such as ops, enablement, marketing, partnerships, and success teams.
• Inspire and coach Account Executive Managers and AEs to fulfill their potential.
• Analyze data to support strategic decisions and communicate key trends to stakeholders.
• Assess and implement new tools and processes to improve workflows.

Requirements

• Proven track record of landing and expanding large enterprise and/or named accounts with results exceeding sales targets.
• Experience managing complex sales opportunities requiring legal modifications, RFPs, ROI reports, security assessments, and workback plans.
• A collaborative, critical thinker with curiosity, ambition, and a team-oriented approach.
• Proficient in conducting one-on-one meetings, team gatherings, and maintaining consistent communication.
• Passionate about developing sales acumen at both the rep and leadership levels.
• Strong coaching and leadership qualities.
• Deep understanding of SaaS and sales economics.
• Familiarity with MEDDICC or similar sales methodologies.
• Ability to thrive in a fast-paced and occasionally stressful environment.
• 6+ years of sales management experience, including at least 3+ years managing enterprise or named account teams, preferably at a hyper-growth SaaS company or in MarTech.
• 2+ years leading front-line sales managers.

Nice to Have

• Experience at a hyper-growth SaaS company.
• Experience in MarTech.

Qualifications

• Educational background not explicitly specified, but extensive sales management experience required.

Benefits & Perks

• Participation in the company's annual cash bonus plan and variable compensation (OTE).
• Equity, sign-on payments, and a comprehensive range of health, welfare, and wellbeing benefits.
• Salary range for US locations: $192,000—$288,000 USD.
• Supportive work environment with generous benefits and opportunities for career growth.