Director, Enterprise Sales
New
T
TerzoEnterprise AI Software
Location: United StatesFull-TimeDirector
SalaryCompetitive base salary, sales quota, and employee stock option plan
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Job Details
- Experience
- 10+ years
- Required Skills
- FinanceAccount Management
Requirements
- 10+ years in B2B or enterprise AI technology sales with a documented track record of prospecting and closing.
- Extensive existing network of enterprise C-level executives.
- Demonstrated success closing large, complex deals ($10M+ enterprise) or $1M+ deals in a startup/scale-up environment.
- Working fluency in source-to-pay and the procurement/finance operating landscape.
- Familiarity with platforms such as Ariba, Coupa, and CLM tools.
- Experience engaging and booking meetings with VP to C-level stakeholders.
- Proficiency in structured sales methodologies (e.g., MEDDICC, Challenger, SPIN).
- Ability to source new networks through conferences, social networking, and proactive prospecting.
- Strong communication skills with the ability to engage both technical and non-technical audiences.
- High ownership mentality and comfort operating in an ambiguous, fast-moving startup environment.
Responsibilities
- Own a sales quota and close complex, multi-stakeholder enterprise deals.
- Manage the full sales cycle from outbound prospecting and pipeline generation to commercial negotiation and closing.
- Build and execute account plans for targeted enterprise accounts.
- Lead discovery and value-based selling to quantify ROI and build executive-level consensus.
- Conduct high-impact executive meetings with CFOs, CPOs, CIOs, and CEOs.
- Partner with internal leadership to refine ideal customer profile (ICP), messaging, and territory strategy.
- Utilize structured sales methodologies such as MEDDICC or similar.
- Collaborate with Customer Success teams to drive expansions and maintain high net revenue retention.
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