Director of Enterprise Sales
New
F
FingerprintCybersecurity, SaaS
Fingerprint is a globally dispersed, 100% remote company.Full-TimeDirector
Salary$175,000 - $210,000 + Variable
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Job Details
- Experience
- 10-15+ years of experience in B2B SaaS, including 8+ years leading Enterprise sales teams
- Required Skills
- CybersecurityData AnalysisNegotiation
Requirements
- 10-15+ years of experience in B2B SaaS.
- 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales environments.
- Proven track record of driving team quota attainment and accurately forecasting revenue in long, complex sales cycles.
- Deep MEDDPICC expertise with a hands-on approach to inspecting deals, managing risk, and improving win rates.
- Demonstrated ability to lead Enterprise sales motions - navigating large buying groups and driving deal progression.
- Strong command of pipeline and performance metrics, using data to manage the business.
- Proven track record of hiring A-level talent, with the ability to rapidly ramp new hires.
- Experience managing global accounts and large buying groups.
- Exceptional strategic thinking, problem-solving, and negotiation skills.
- Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly preferred.
- Proficiency with macOS and experience working fully remotely with Slack, Google Workspace, and Zoom.
Responsibilities
- Drive team revenue and performance, own team quota attainment by driving pipeline generation, meeting volume, and deal execution.
- Support the globally distributed team's pipeline generation efforts, including regular team PG days, managing outbound cadences, supporting marketing-driven ABM programs.
- Own and manage a strategic book of business, focusing on high-value Enterprise accounts.
- Drive rigorous account planning and deal inspection, leading regular deal reviews to drive engagement and advance pipeline.
- Manage quarterly forecasts and hold the team accountable to forecast accuracy and pipeline coverage ratios.
- Lead complex deal negotiations involving multiple technical stakeholders, procurement, and legal teams.
- Use MEDDPICC to de-risk deals, improve win rates, and drive accurate forecasting.
- Build strong executive relationships, acting as a trusted advisor to enterprise clients.
- Collaborate cross-functionally with Product, Customer Success, and Marketing to drive adoption and retention.
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