Senior Director, Strategic Sales
New
C
CeligoIPaaS, SaaS
Location: USFull-TimeDirector
Salary175,000 - 200,000 USD per year
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Job Details
- Experience
- 5+ years of successfully managing a field sales team in a fast-growing B2B SaaS environment
- Required Skills
- Artificial Intelligence
Requirements
- Have 5+ years of successfully managing a field sales team in a fast-growing B2B SaaS environment.
- Have proven success selling iPaaS or platform solutions to net-new customers across multiple departments.
- Demonstrate experience with large platform deals rather than point solutions.
- Have a track record of building outbound pipeline as a measured, repeatable source.
- Have experience co-selling with strategic SIs, alliances, and a partner ecosystem.
- Experience selling AI, agentic, or automation solutions is a plus.
- Experience selling to mid-market and enterprise eCommerce, Unified Commerce, and/or fast-growing SaaS companies is a plus.
- Be fluent in, or quickly become fluent in, agents and MCP.
Responsibilities
- Lead, coach, mentor, recruit, and develop a team of 7 to 10 strategic AEs.
- Adapt and standardize the sales process for platform deals, and improve win rate, deal size, velocity, and no-decision outcomes.
- Coach reps to use confident storytelling, customer co-selling, in-person plays, and executive sponsorship in strategic deals.
- Build and measure outbound prospecting and ABX pipeline programs with Marketing, field teams, strategic SIs, alliances, and partners.
- Ensure AEs are fluent in agents, MCP, and Ora, and partner with specialists, CS, PS, and partners to move interest into production use.
- Feed successful use cases, personas, and objections from the field back to Product.
- Scope partner deals as platform deals and hand off customers with clear adoption plans to Account Management and Customer Success.
- Inspect pipeline weekly, identify risk early, maintain accurate CRM data, and base capacity and hiring plans on pipeline supply.
- Use AI to identify deal risk and forecast gaps, accelerate account research and call coaching, and personalize outreach.
- Target new market segments, verticals, and use cases, and provide field insight on pricing, including AI pricing.
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