Director, Corporate Sales

The Director, Corporate Sales will lead a high-performing team of 5-6 Corporate Growth Executives (CGEs) focused on driving growth within the corporate segmentation space. This role is pivotal in scaling new logo acquisition, expanding account coverage, and optimizing sales execution across a broad portfolio of high-potential accounts. Reporting to the VP, Americas Channel Sales, the Corporate Sales Director will execute strategic sales initiatives, foster team development, and ensure alignment with the company's vertical go-to-market strategy.

Key Responsibilities

• Team Leadership and Development: Lead, coach, and develop a team of CGEs, ensuring they are equipped with the tools, training, and support to meet and exceed their quotas. Foster a culture of accountability, continuous learning, and customer-centric selling. Support CGEs in transitioning from transactional sales to consultative, value-based engagements.

• Strategic Sales Execution: Drive execution of corporate segmentation strategy, focusing on whitespace development and new logo acquisition. Align team activities with vertical priorities and segmentation rules to maximize impact. Partner with marketing and operations to ensure structured lead management and efficient routing.

• Pipeline and Forecast Management: Oversee pipeline development and forecasting accuracy across the CGE team. Monitor performance metrics such as new logo acquisition, run-rate growth, and lead conversion rates. Identify and act on opportunities to accelerate deal velocity and improve win rates.

• Sales Enablement and Development: Partner with enablement teams to deliver targeted onboarding, training, and skill development for CGEs. Ensure readiness for hybrid selling motions and support progression toward full Corporate AE roles.

• Customer and Partner Engagement: Ensure CGEs are effectively engaging with corporate accounts, particularly those underserved or emerging. Collaborate with CAMs, ACAMs, and Corporate AEs to ensure seamless account transitions and coverage alignment. Support partner-led motions where applicable to extend reach and drive co-sell opportunities.

• Cross-Functional Collaboration: Work closely with marketing, enablement, product, and customer success teams to support CGE success. Contribute to the refinement of segmentation models, lead routing processes, and account ownership rules.

Preferred Qualifications

• Proven ability to lead and inspire quota-carrying sales teams in a hybrid inside/outside model.

• Strong understanding of mid-market and corporate sales dynamics, including whitespace development and transactional sales.

• Experience with segmentation strategy, lead management, and vertical alignment.

• Excellent communication, coaching, and analytical skills.

Experience and Skills

• Bachelor's degree in Business, Marketing, or a related field.

• 8+ years of B2B sales experience, with at least 3 years in a sales leadership role.

• Demonstrated success in managing teams focused on new logo acquisition and run-rate business.

• Proficiency with CRM systems (e.g., Salesforce.com) and sales analytics tools.

• Familiarity with enterprise software solutions (e.g., CAD, PLM, ALM, SLM) is a plus.

Minimum Qualifications

• Experience leading quota-carrying sales teams in a software or technology environment.

• Strong commitment to customer success and a data-driven approach to sales management.

• Willingness to travel for team collaboration and customer engagement.