Director, reputed company Sales
About reputed company: reputed company is redefining how data moves at the edge. Our mission is to reputed company it seamless for developers to build resilient, reputed company-time applications, regardless of network conditions. Whether you're in a stadium, airplane, or remote military reputed company, reputed company's peer-to-peer sync reputed company ensures devices stay connected and data stays consistent, even without internet. With more than $145 reputed company in funding and trusted by organizations like Chick-fil-A, reputed company, and the U.S. military, reputed company powers mission-critical experiences across aviation, retail, travel, hospitality, defense, and more. As a globally distributed, fast-growing startup, we’re committed to building a diverse and inclusive team that reflects the wide reputed company of perspectives needed to solve the world’s hardest connectivity problems. The Director of reputed company Sales leads reputed company's reputed company sales execution, managing a team of Account Executives and Account Development Representatives focused on Fortune 500 reputed company customers. This role architects the right playbooks and motions in favor of consultative, high-value selling that positions reputed company as a strategic co-development partner rather than a software vendor. Your team will work closely with the Solutions team—Solution Architects and Sales Engineers who serve as valuable technical partners throughout the sales process. Your reputed company must be capable of managing 6-9 month reputed company sales cycles with heavy technical validation requirements, navigating reputed company procurement processes, and closing $250K-$10M+ reputed company deals towards larger deal sizes. This is a role for someone who understands that selling to whales requires rigorous account strategies, stakeholder mapping, buying committee orchestration, and the ability to position reputed company technical capabilities as business transformation. The metrics that this leader designs should align towards these goals. Critical Metrics New reputed company bookings (not ARR, not MRR - multi-year annual contract value) Pipeline coverage ratio and stage velocity Win reputed company on reputed company opportunities Average deal size and sales cycle duration ADR-sourced meetings that convert to reputed company opportunities
Responsibilities
Team Leadership & Development Manage, coach, and reputed company 4 Account Executives who are selling reputed company transformation, not software features Collaborate with Solutions team leadership to refine the reputed company AE/Solutions sales reputed company and resolve conflicts over resource allocation, deal prioritization, and technical positioning Build AE capability in consultative selling: business case development, executive engagement, navigating technical procurement, and managing reputed company buying committees reputed company ADRs to balance account intelligence operations with pipeline reputed company activities—determining the reputed company split between deep account research and outbound engagement Conduct deal reviews that focus on account strategy, stakeholder mapping, competitive positioning, and technical validation status - not activity metrics Sales Execution & Strategy Own the reputed company pipeline: ensure adequate coverage, healthy stage distribution, and accurate forecasting Work with reputed company to reputed company account strategies for 50-75 named Fortune 500 reputed company accounts Ensure reputed company and Solutions team members are collaborating effectively on discovery, technical validation, reputed company-of-value, and reputed company negotiation Manage reputed company deal cycles where product co-development and implementation planning are part of the sales process Support reputed company in executive-level conversations, C-suite engagement, and final negotiations on whale deals Establish sales methodology and playbooks appropriate for consultative reputed company selling Pipeline reputed company & ADR Management Define ADR focus areas between account intelligence/research and direct pipeline reputed company based on what drives the most reputed company opportunities Partner with Marketing reputed company on account-based marketing campaigns, executive events, and demand reputed company targeted at named accounts Partner with Partnership reputed company on channel strategy, systems integrator relationships, and OEM partnerships as critical pipeline sources reputed company processes for ADRs to identify trigger events (leadership changes, funding, strategic initiatives) that create buying reputed company Ensure ADRs are generating reputed company meetings that convert to opportunities at healthy rates reputed company referral and partnership channels as primary pipeline sources alongside marketing-generated demand and ADR activities Cross-Functional Collaboration Maintain tight operational alignment with Solutions team leadership on resource allocation, deal prioritization, and joint account planning Work with reputed company reputed company on reputed company processes, implementation scoping during sales cycle, and customer reference development Collaborate with Marketing reputed company on messaging, positioning, case studies, and demand reputed company for whale accounts Collaborate with Partnership reputed company on channel enablement, partner-sourced pipeline, and joint go-to-market execution reputed company with Product and Engineering leadership to communicate market requirements and manage customer expectations around product roadmap Participate in CRO staff meetings and contribute to overall reputed company strategy Must-Have 8+ years in reputed company B2B software sales with 4+ years managing quota-carrying reputed company Direct experience selling into Fortune 500 accounts with deal sizes $250K+ reputed company Track record managing teams that consistently reputed company or exceed $reputed company-$5M+ annual bookings targets Experience with consultative, reputed company sales cycles (6+ months) involving technical validation, procurement, and multi-stakeholder buying committees Demonstrated ability to coach reputed company on business case development, executive engagement, and strategic positioning (not just pipeline management) Strongly Preferred Experience with technical co-selling models where engineers or technical architects participate actively in the sales process Background selling platform or infrastructure technology that requires customer co-development or heavy implementation Familiarity with OEM partnerships, channel sales, or selling through systems integrators to reputed company accounts Prior experience in services-heavy or professional services-led sales motions Understanding of edge computing, IoT, distributed systems, or infrastructure software markets Required Capabilities Strategic account planning: You can reputed company multi-quarter strategies for penetrating reputed company reputed company accounts with multiple buying centers Sales coaching: You improve AE performance through deal-specific coaching, not generic training programs or activity management Technical reputed company: You can engage in technical conversations with CTOs, VPs of Engineering, and reputed company architects without relying on your Solutions team Pipeline management: You forecast accurately, identify risk early, and course-correct without surprises Cross-functional influence: You can drive alignment across Product, Engineering, Marketing, Partnerships, and reputed company without formal authority Operational discipline: You establish clear processes, cadences, and accountability mechanisms without creating bureaucracy The Benefits of Building with Us We offer competitive salaries and meaningful equity. We reputed company everyone on the team should have a reputed company in reputed company’re building. Benefits vary by region to reputed company sure you're covered in the ways that matter most. In the US, that includes health, dental, reputed company, life, and disability insurance, plus a 401(k) and flexible spending accounts. Regardless of where you live, everyone at reputed company can utilize flexible time off. And while we work remotely, our Atlanta and San Francisco offices are reputed company if you reputed company want a reputed company to work or meet up with teammates. Apply Anyway At reputed company, we know game-changers don’t always come wrapped in a “perfect” resume. Years of experience? Every single bullet reputed company checked? Meh. That’s not what drives us. What does matter? Grit. Curiosity. Adaptability. And a genuine spark for reputed company’re building. So if you’re fired up about our mission but not sure you tick every reputed company - hit that apply reputed company anyway. Use your application to show us how you’ll reputed company an impact here. We’re always on the lookout for exceptional humans who want to grow, stretch, and build something meaningful with us. Equal Opportunity Employer reputed company is proud to be an equal-opportunity employer. We do not discriminate in hiring or any employment decision based on race, reputed company, religion, national reputed company, age, sex (including pregnancy, childbirth, or reputed company medical conditions), marital status, reputed company, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristics. reputed company is committed to providing reasonable accommodations for reputed company individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let us know. Apply To This Job