The Sales Director is responsible for driving new revenue growth and strategic expansion across complex, high value enterprise accounts within an assigned geographic territory. This role owns the full enterprise sales cycle across that region, from executive engagement and opportunity strategy through negotiation and close, while building long term partnerships with senior stakeholders and developing a strong regional market presence.

​​Role and Responsibilities​

Territory and Book of Business Ownership

• Own revenue performance within an assigned geographic territory, including a defined book of named accounts

• Manage a balanced portfolio of new logo targets, expansion accounts, and a defined set of renewal accounts

• Develop and execute a comprehensive territory plan covering new business acquisition, expansion growth, and renewal protection

• Build and maintain sufficient pipeline coverage across all revenue streams to achieve and exceed quota

New Business Development

• Identify, prioritize, and pursue high value enterprise prospects within the territory

• Drive complex new logo acquisition from initial engagement through contract execution

• Lead structured discovery to align solutions to strategic initiatives and measurable business outcomes

• Navigate multi stakeholder buying committees and build executive sponsorship

Expansion and Account Growth

• Develop strategic account plans for existing customers focused on cross sell, upsell, and broader platform adoption

• Identify whitespace opportunities across business units and geographies

• Multi thread relationships to expand influence and increase share of wallet

• Partner with Customer Success and other internal teams to drive adoption and uncover expansion triggers

Renewal Management and Retention

• Own commercial responsibility for a defined set of renewal accounts within the territory

• Proactively engage stakeholders well in advance of renewal dates to assess value realization and expansion potential

• Lead renewal negotiations, pricing alignment, and contract execution

• Protect revenue while identifying opportunities to grow total contract value at renewal

Full Enterprise Sales Cycle Leadership

• Own opportunities across new, expansion, and renewal motions from qualification through close

• Lead deal strategy, pricing discussions, and commercial negotiations

• Maintain disciplined qualification criteria and stage progression standards

• Drive mutual action plans to ensure predictable deal execution and forecast accuracy

Executive Relationship Management

• Establish credibility with senior business and technical leaders

• Position solutions in the context of ROI, business impact, and long term partnership value

• Serve as the primary commercial point of contact for enterprise stakeholders within the territory

Forecasting and Performance Management

• Maintain accurate CRM documentation across new, expansion, and renewal pipeline

• Provide reliable revenue forecasts with clear visibility into risk and upside

• Monitor pipeline health, conversion rates, renewal timelines, and sales cycle metrics

• Proactively address gaps to ensure consistent quota attainment

Cross Functional Collaboration

• Partner with ISR, SC, and CS teams to drive coordinated account penetration

• Collaborate with Marketing on territory based campaigns and events

• Work closely with Customer Success on adoption, renewal readiness, and expansion strategy

• Provide structured market feedback to inform product and messaging refinement

Performance Accountability

• Achieve and exceed revenue targets across new business, expansion, and renewals

• Maintain strong retention rates and net revenue growth within the territory

• Demonstrate disciplined sales execution and consistent enterprise deal progression

• Operate with full ownership of territory growth, customer retention, and long term revenue expansion

​​Qualifications and Education Requirements​

Bachelor’s Degree and 10+ years of experience managing Enterprise Accounts in either the Software or Consulting.

Please send resume to jobs@centrical.com