Director, Customer Sales

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Customer Sales based in the United States.

We are seeking a strategic, results-driven Director of Customer Sales to lead and accelerate revenue growth within an established SaaS customer portfolio. In this leadership role, you will manage and develop a team of six Commercial Account Executives, focusing on customer retention, upselling, and cross-selling opportunities. You will work closely with executive leadership and cross-functional teams to develop innovative go-to-market strategies and expand market penetration across key industries. Using data-driven insights, modern sales technologies, and proven prospecting methodologies, you will drive pipeline growth, improve sales performance, and consistently exceed revenue targets. Beyond achieving commercial objectives, you will play a key role in building a high-performance sales culture through coaching, accountability, and professional development. This is an exciting opportunity to influence the growth trajectory of a dynamic software business operating in the Environment, Health, and Safety (EHS) and operational risk management space.

• Lead, manage, and develop a team of six Commercial Account Executives, with a primary focus on expanding existing customer relationships through upselling and cross-selling initiatives.
• Develop and execute strategic sales plans and tactical initiatives designed to accelerate revenue growth and achieve ambitious commercial objectives.
• Establish and maintain a high-performance team culture built around accountability, motivation, collaboration, productivity, and consistent results.
• Identify opportunities to expand existing customer accounts and develop effective strategies to increase product adoption, customer value, and revenue.
• Collaborate with executive leadership, Marketing, Product, Sales Enablement, and other business stakeholders to design and implement forward-thinking go-to-market strategies.
• Coach and mentor sales representatives through ongoing training, performance reviews, deal strategy sessions, and professional development initiatives.
• Equip the sales team with the knowledge, tools, and best practices needed to improve prospecting, pipeline management, sales execution, and customer engagement.
• Promote the effective adoption and use of modern sales technologies, including Salesforce CRM, 6sense, LinkedIn Sales Navigator, Salesforce Engage, and Einstein Conversation Insights.
• Monitor, track, and report sales activities, pipeline performance, bookings, and revenue results using Salesforce and other relevant reporting tools.
• Develop accurate revenue forecasts by analyzing pipeline metrics, sales performance indicators, customer opportunities, and market trends.
• Ensure the team consistently meets or exceeds sales quotas while identifying opportunities to improve productivity and conversion rates.
• Support complex sales cycles and strategic customer negotiations when necessary, using your commercial expertise to help secure high-value opportunities.
• Maintain a strong understanding of customer challenges, industry developments, and buying behaviors to identify new growth opportunities.
• Work closely with Marketing to understand current campaigns and ensure sales activities are aligned with lead generation and business development objectives.
• Anticipate organizational challenges, identify potential performance gaps, and proactively implement solutions to support sustainable growth.
• Stay informed about evolving sales leadership practices, prospecting methodologies, and customer engagement strategies to continuously improve team performance.

Requirements:

• At least 3 years of proven experience in sales leadership, preferably within a SaaS or B2B software organization.
• Demonstrated success building, managing, and developing high-performing sales teams while consistently achieving or exceeding revenue targets.
• Experience leading sales professionals responsible for generating their own pipeline and achieving individual and team booking objectives.
• Strong background in modern sales prospecting strategies, customer account expansion, upselling, and cross-selling.
• Proven ability to develop and execute strategic sales plans, translate business objectives into actionable initiatives, and deliver measurable growth.
• Experience managing customer relationships and expanding existing accounts within a subscription-based software environment.
• Hands-on familiarity with modern sales technologies and CRM platforms, particularly Salesforce, 6sense, LinkedIn Sales Navigator, Salesforce Engage, and Einstein Conversation Insights.
• Strong understanding of sales pipeline management, revenue forecasting, performance metrics, and data-driven decision-making.
• Excellent coaching and mentoring abilities, with a demonstrated capacity to motivate individuals, strengthen team capabilities, and create opportunities for career advancement.
• Strong leadership and interpersonal skills, with the ability to communicate expectations clearly, inspire teams, and drive accountability.
• Excellent organizational, time management, and prioritization skills, with the ability to manage multiple initiatives and deliver against deadlines.
• Strong presentation and communication skills, including the ability to confidently present strategic plans and lead high-visibility business initiatives.
• Strategic and forward-thinking mindset, with the ability to anticipate organizational challenges, identify growth opportunities, and implement practical solutions.
• Ability to thrive in a fast-paced, evolving business environment while maintaining a strong focus on execution and measurable outcomes.
• Experience selling into industries such as manufacturing, construction, transportation, utilities, municipalities, or hospitality is particularly valuable.
• Previous experience managing sales teams or selling to small and mid-sized businesses is highly desirable.
• A combination of strategic thinking, hands-on sales expertise, and people leadership skills, with the ability to act as a strategist, coach, deal leader, and performance driver.

Benefits:

• Competitive annual base salary: Between $130,000 and $150,000, depending on experience and qualifications.
• Attractive on-target earnings: Annual OTE ranging from $260,000 to $300,000, including eligible sales incentives.
• Comprehensive healthcare coverage: Medical, dental, and vision insurance.
• Flexible Spending Accounts (FSA): Support for eligible healthcare and dependent care expenses.
• Retirement planning: 401(k) plan with company matching contributions and immediate vesting.
• Paid time off: Generous PTO allowance to support work-life balance.
• Company holidays: Paid holidays and additional floating holidays.
• Financial protection: Company-funded life insurance coverage.
• Employee Assistance Program: Access to resources and support for personal and professional wellbeing.
• Mental health support: Mental health services available at no additional cost.
• Remote working flexibility: Opportunity to work remotely within the United States.
• Professional development: Opportunities to strengthen leadership capabilities, develop sales expertise, and contribute to strategic business growth.
• Career impact: Direct involvement in executive-level initiatives, commercial strategy, and the development of a high-performing sales organization.