Director, Enterprise Sales

🕒 June 30

🏄 California, Texas, +1 more states – Remote

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

💵 $197k - $247k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Ditto

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2018

🔌 API

📡 Telecommunications

API • Software • Telecommunications

Ditto is a platform that enables peer-to-peer data synchronization across various devices, including mobile and IoT, even in offline modes. It provides a flexible SDK that can be integrated into existing applications for seamless data flow and real-time updates. By supporting multiple programming languages and offering automatic conflict resolution, Ditto ensures developers can modernize applications quickly while maintaining high data reliability and connectivity.

📋 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

🎯 Requirements

• 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)

🏖️ Benefits

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