Director of Sales

The Role

Esker is looking for a results-oriented, inspirational sales leader to lead a team of high-performing Business Development Managers and accelerate revenue growth across our organization. This is an opportunity to play a pivotal role in shaping sales strategy, expanding market presence, and building a culture of accountability, collaboration, and performance.

As Director of Sales, you will partner closely with executive leadership and cross-functional teams to drive pipeline generation, improve sales effectiveness, and deliver consistent business results. The ideal candidate combines strategic thinking with a hands-on leadership approach, thrives in a fast-paced B2B SaaS environment, and has a proven track record of building winning teams that consistently exceed targets.

Key Tasks/Duties:

Drive Revenue Growth & Sales Performance

• Own regional sales performance, including pipeline generation, forecasting, and achievement of revenue goals.

• Develop and execute sales strategies that drive new business growth, expand market share, and increase customer acquisition.

• Identify emerging opportunities and market trends to position Esker for continued success.

Lead, Coach & Develop a High-Performing Team

• Hire, coach, mentor, and develop a team of sales professionals focused on delivering exceptional results.

• Foster a culture of accountability, collaboration, continuous learning, and performance excellence.

• Use data and performance insights to guide coaching conversations and elevate individual and team effectiveness.

Build and Optimize a Scalable Sales Organization

• Oversee the health and progression of the sales pipeline, ensuring disciplined execution across the sales process.

• Establish best practices for opportunity management, forecasting, qualification, and deal execution.

• Continuously improve sales processes, tools, and methodologies to drive efficiency and predictable growth.

Partner Across the Business

• Collaborate with Marketing to drive demand generation and optimize lead-to-opportunity conversion.

• Work closely with Professional Services, Customer Experience, Legal, and Revenue Operations to support customer success and business objectives.

• Serve as a strategic partner to executive leadership, providing market insights, sales recommendations, and performance updates.

Represent Esker in the Market

• Build strong relationships with customers, prospects, partners, and industry stakeholders.

• Represent Esker at industry events, customer meetings, and conferences to strengthen brand awareness and market presence.

• Act as a trusted advisor to executive-level buyers throughout the sales cycle.

Essential Experience:

• Bachelor's degree in Business or a related field, or equivalent professional experience. MBA preferred.

• 10+ years of progressive experience in B2B technology sales, including at least 5 years leading and developing sales teams.

• Proven track record of consistently achieving or exceeding revenue targets in a complex sales environment.

• Experience selling software, SaaS solutions, and professional services to executive and C-level stakeholders; background selling finance, procurement, customer service, or business process automation solutions preferred.

• Strong leadership skills with a demonstrated ability to build, coach, and retain high-performing sales teams.

• Expertise in pipeline management, forecasting, sales analytics, and CRM-driven decision-making.

• Deep understanding of enterprise buying processes, consultative selling, and modern SaaS go-to-market strategies.

• Exceptional communication, relationship-building, and influencing skills across all levels of an organization.

• Experience partnering cross-functionally with Marketing, Customer Success, Professional Services, Product, and Revenue Operations.

• Strong business acumen with the ability to translate market insights into effective growth strategies.

Working Conditions:

• Prolonged periods sitting at a desk and working on a computer

Travel:

• Ability to travel up to 30% of working hours