Director of Sales

🔥 6 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Axway

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 Post-IPO Equity on 2016-05

Consulting • Healthcare • Logistics

Axway is a leader in enterprise integration solutions, helping organizations to build, publish, validate, and govern APIs across multiple environments. Their suite of products includes the Amplify Platform for API management, B2B integration services, and secure managed file transfer solutions. With over 25 years of experience, Axway supports various industries including banking and financial services, healthcare, and government by enhancing data security and facilitating digital transformation.

📋 Description

• Lead regional new-logo acquisition efforts and directly manage New Logo Account Executives and the SDR Manager • Own Sales and sales development across the assigned U.S. region • Develop and execute an integrated regional go-to-market strategy covering prospecting, SDR pipeline creation, opportunity conversion, and new customer acquisition • Build a high-performing sales culture and drive predictable pipeline generation and revenue growth • Recruit, coach, develop, and manage Account Executives and the SDR Manager • Establish accountability, execution standards, collaboration, and customer focus across Account Executive and SDR teams • Conduct pipeline, deal, territory, and SDR performance reviews • Create development plans and oversee onboarding, enablement, and ramp-to-productivity programs • Own net-new logo acquisition targets, revenue goals, territory strategy, market penetration, pipeline generation, bookings, and ARR objectives • Identify whitespace opportunities and emerging market segments • Establish forecasting discipline and maintain accurate sales projections • Lead quarterly and annual business planning • Monitor regional Sales and SDR metrics and implement corrective actions • Set SDR priorities and performance expectations; align prospecting, qualification, handoffs, and pipeline development with Account Executive objectives • Partner with Marketing on campaigns, events, and demand generation • Ensure effective use of CRM systems and sales methodologies • Develop relationships with executive decision-makers and support strategic sales opportunities • Help customers define API modernization and AI adoption strategies addressing security, policy enforcement, observability, compliance, data sovereignty, and governance • Position Axway against API management, AI security, and AI gateway competitors • Collaborate with Presales, Professional Services, Customer Success, Product Management, and Marketing • Provide market feedback on customer needs, competitive trends, and product opportunities • Support strategic initiatives to increase market awareness and growth • Act as a key stakeholder in Amplify growth planning and execution

🎯 Requirements

• 8+ years of enterprise software sales experience • 3+ years leading high-performing enterprise sales teams, including managing frontline sales leaders or sales development managers • Proven success managing sales teams focused on net-new logo acquisition • Track record of consistently exceeding revenue and growth targets • Experience selling API management, integration, cloud, SaaS, data, security, AI infrastructure, governance, or related enterprise technology solutions • Strong understanding of enterprise software sales methodologies and complex sales cycles • Demonstrated ability to recruit, coach, and retain top-performing sales talent • Experience overseeing Sales Development/SDR performance and aligning SDR teams with Account Executives, Marketing, and Presales organizations • Strong executive presence and communication skills • Ability to operate effectively within a fast-paced, growth-focused environment • Willingness to travel as needed • Preferred: experience selling API management, integration platforms, AI infrastructure, AI security, or AI governance solutions • Preferred: experience leading geographically distributed sales teams • Preferred: familiarity with AI Control Plane concepts, AI governance, agentic AI, model and tool access, API governance, developer experience, compliance, and data sovereignty initiatives • MBA or advanced business degree preferred

🏖️ Benefits

• Health coverage • Retirement plans • Paid time off • Flexible work • Career development • Competitive pay • Global culture perks