Director of Commercial Sales

Join our team as the Director of Commercial Sales, where you will lead a regional team of Commercial Field Account Executives and drive the achievement of your team's regional quota. You will be responsible for building strong relationships with prospects, customers, partners, and within the team, as well as recruiting and onboarding new customers. This is a leadership role that requires a proven track record in sales leadership and the ability to develop and retain a high-performing team.

• Lead and develop a regional team of Commercial Field Account Executives, ensuring the achievement of the team's regional quota attainment.
• Engage directly in deals, work alongside representatives on significant opportunities, and own the forecast to produce a reliable forecast for leadership.
• Establish and maintain key customer and partner relationships, and develop strategies for expanding the company’s customer base within the region.

• The ability to interpret a complex or imperfect pipeline and commit to a defensible number, with a clear understanding of the distinction between commit, best case and upside
• A demonstrable record of making individual reps measurably better, with specific people and specific outcomes you can describe
• Demonstrated ability to get things done through teams that do not report to you, with enough understanding of their incentives to be worth helping in return
• A preference for building repeatable systems over relying on individual effort, and the discipline to hold a standard consistently
• Experience working collaboratively with partners and the channel to drive incremental revenue and support partner revenue growth. Existing relationships with channel partners in the region are preferred
• The ability to communicate, present and influence at all levels of an organization, including executive and C-level
• BA/BS or equivalent experience
• Credibility in front of customers such that reps actively seek your involvement in their most important opportunities, and leave those engagements stronger rather than diminished
• Fluency in the underlying sales mathematics - the relationship between activity, pipeline coverage, win rates and attainment - and the ability to explain it without reference to a report
• Excellent listening, organizational, negotiation and presentation skills, with strong oral and written communication
• A track record of hiring well, with a view on how many of your hires are still in seat and how many you would hire again
• Proven sales management experience, consistently meeting or exceeding targets, and developing client-focused, differentiated and achievable solutions
• The ability to build relationships that cross organizational boundaries, internally and externally, before you need them
• Prior experience in a high-growth, fast-paced environment with a growth mindset, technical acumen and a genuine interest in security
• Strong attention to detail and comfort working at the individual record and opportunity level, alongside the ability to form a view at portfolio level
• Proven experience running an effective operational program and cadence with a focus on pipeline generation and account and opportunity planning, aligned with MEDDPICC opportunity qualification methodology
• Persistence that you hold personally and set as an expectation for your team; you do not treat an early objection as a final answer
• The ability to coach in the moment - in and immediately after a customer conversation - rather than only in a scheduled review
• The ability to build a strategic plan and execute it, delivering expected results, and to prioritize engagement and support in line with the division’s strategic focus
• Experience developing people into larger roles, including promoting from within your own team
• Receptiveness to feedback, and the ability to adjust your approach in response to it - or to make a clear, evidence-based case for an alternative view
• The capacity to manage multiple competing priorities concurrently, and the judgment to sequence them without requiring day-to-day direction