Sales Director

About this job

Responsibilities • Manage, coach, and develop an existing team of Key Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion. • Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion. • Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities. • In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases. • Drive a subscription/SaaS sales motion, from first conversation through onboarding coordination, renewal, and expansion. • Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead. • Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion. • Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets. • CRM hygiene and an understanding of the importance of data to the organisation • Continuously improve qualification and sales/account playbooks. • Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management. • Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership. Experience and Skills • Cybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain. • Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles. • Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers. • Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline. • Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets. • Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry. • Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes. • Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets. • Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales. • Demonstrable ability to manage customer expectations. • Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities. Ways of Working • Hands-on, practical and willing to execute as well as lead. • Comfortable operating in ambiguity and helping shape the role as business needs evolve. • Curious about new ways of working. • Able to grow with the organisation and contribute at different stages of maturity. • Collaborative in style, with a strong bias toward alignment across marketing, sales and account management. • Customer-focused, commercially aware and motivated by creating measurable growth impact. • Security First at the forefront of what we do. • Comfortable in a fully remote environment. Success Measures • Increase revenue. • Build an effective sales strategy and team. • Strengthen pipeline generation and improve conversion across the sales funnel. • Improve retention, renewals, and expansion within the existing customer base. • Build a strong, capable team through coaching, accountability, and clear continuous performance management. • Increase CRM discipline, forecast accuracy, and overall sales operating rhythm. • Establish a clear go-to-market approach for enterprise sales and strategic account growth.