Director, Enterprise Sales

🕒 il y a 1 mois

🏄 California, Texas, +1 états de plus – Distant

🏄 California – Remote 🤠 Texas – Remote ☕ Washington – Remote

💵 $197 000 - $247 000 / an

⏰ Temps Plein

🔴 Expert

🤑 Commercial

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Cette entreprise a parrainé des visas H1B par le passé.

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Ditto

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2018

🔌 API

📡 Télécommunications

API • Software • Telecommunications

Ditto est une plateforme qui permet la synchronisation de données en peer-to-peer entre divers appareils, y compris mobiles et IoT, même en mode hors ligne. Elle propose un SDK flexible qui peut être intégré dans des applications existantes pour un flux de données fluide et des mises à jour en temps réel. En supportant plusieurs langages de programmation et en offrant une résolution automatique des conflits, Ditto permet aux développeurs de moderniser rapidement les applications tout en maintenant une haute fiabilité des données et de la connectivité.

Description

• Manage, coach, and develop 4 Account Executives who are selling enterprise transformation, not software features • Collaborate with Solutions team leadership to refine the unified AE/Solutions sales motion and resolve conflicts over resource allocation, deal prioritization, and technical positioning • Build AE capability in consultative selling: business case development, executive engagement, navigating technical procurement, and managing complex buying committees • Develop ADRs to balance account intelligence operations with pipeline generation activities—determining the optimal split between deep account research and outbound engagement • Conduct deal reviews that focus on account strategy, stakeholder mapping, competitive positioning, and technical validation status - not activity metrics • Own the commercial pipeline: ensure adequate coverage, healthy stage distribution, and accurate forecasting • Work with AEs to develop account strategies for 50-75 named Fortune 500 target accounts • Ensure AEs and Solutions team members are collaborating effectively on discovery, technical validation, proof-of-value, and commercial negotiation • Manage complex deal cycles where product co-development and implementation planning are part of the sales process • Support AEs in executive-level conversations, C-suite engagement, and final negotiations on whale deals • Establish sales methodology and playbooks appropriate for consultative enterprise selling • Define ADR focus areas between account intelligence/research and direct pipeline generation based on what drives the most qualified opportunities • Partner with Marketing Lead on account-based marketing campaigns, executive events, and demand generation targeted at named accounts • Partner with Partnership Lead on channel strategy, systems integrator relationships, and OEM partnerships as critical pipeline sources • Develop processes for ADRs to identify trigger events (leadership changes, funding, strategic initiatives) that create buying windows • Ensure ADRs are generating qualified meetings that convert to opportunities at healthy rates • Leverage referral and partnership channels as primary pipeline sources alongside marketing-generated demand and ADR activities • Maintain tight operational alignment with Solutions team leadership on resource allocation, deal prioritization, and joint account planning • Work with Customer Success Lead on handoff processes, implementation scoping during sales cycle, and customer reference development • Collaborate with Marketing Lead on messaging, positioning, case studies, and demand generation for whale accounts • Collaborate with Partnership Lead on channel enablement, partner-sourced pipeline, and joint go-to-market execution • Interface with Product and Engineering leadership to communicate market requirements and manage customer expectations around product roadmap • Participate in CRO staff meetings and contribute to overall revenue strategy

🎯 Exigences

• 8+ years in enterprise B2B software sales with 4+ years managing quota-carrying AEs • Direct experience selling into Fortune 500 accounts with deal sizes $250K+ ACV • Track record managing teams that consistently achieve or exceed $3M-$5M+ annual bookings targets • Experience with consultative, complex sales cycles (6+ months) involving technical validation, procurement, and multi-stakeholder buying committees • Demonstrated ability to coach AEs on business case development, executive engagement, and strategic positioning (not just pipeline management)

🏖️ Avantages

• Health insurance • Dental insurance • Vision insurance • Life insurance • Disability insurance • 401(k) • Flexible spending accounts • Flexible time off