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 high-performing teams and foster a culture of 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 introduce new tools and processes, managing change effectively.
• Prioritize customer-first strategies in team planning and execution.

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.
• At least 6+ years of sales management experience, including 3+ years managing enterprise or named account teams, preferably at a hyper-growth SaaS or MarTech company.
• Minimum of 2+ years leading front-line sales managers.
• Proficiency in conducting one-on-one meetings, team gatherings, and maintaining consistent communication.
• 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.
• Strong coaching, leadership, and critical thinking skills.
• Passion for developing sales talent and fostering team growth.

Nice to Have

• Experience at a hyper-growth SaaS company.
• Experience in MarTech industry.
• Experience with sales methodologies like MEDDICC.

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 options.
• Sign-on payments.
• Comprehensive health, welfare, and wellbeing benefits.
• Salary range of $192,000—$288,000 USD depending on location and experience.