Director, Enterprise Sales

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Terzo

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

🤖 Artificial Intelligence

☁️ SaaS

🏢 Enterprise

Artificial Intelligence • SaaS • Enterprise

Terzo is an enterprise AI and analytics platform that transforms unstructured business documents (contracts, invoices, POs) into structured, analytics-ready financial and contractual data. It uses hybrid AI (NLP, computer vision, neural networks) plus human QA to extract, normalize, and connect metadata at enterprise scale, powering contract intelligence, spend and financial insights, procurement and legal workflows, and integrations with ERPs, CRM, CLMs, and cloud storage. Terzo positions itself as a B2B, SLA-backed AI-as-a-Service solution for finance, procurement, legal, and supply-chain teams to reduce cost, improve compliance, speed M&A diligence, and surface revenue and savings opportunities.

📋 Description

• Own a quota and close complex, multi-stakeholder enterprise deals typically $500K–$1M+ ARR to land, with expansion paths to multi-million-dollar accounts • Own outbound prospecting and pipeline generation across target accounts, supported by business development, technical sales, and revenue operations teams • Build and execute account plans for targeted enterprise accounts • Lead discovery and value-based selling by quantifying ROI, aligning to business priorities, and building executive-level consensus • Run executive meetings with CFOs, CPOs, CIOs, and CEOs • Partner with the VP, Strategic Partnerships to refine ICP, messaging, and territory strategy • Use MEDDICC or similar sales practices, forecasting cadence, pipeline reviews, and mutual close plans • Personalize outreach to VP- and C-level prospects • Coordinate with Customer Success to drive expansions and maintain best-in-class NRR • Influence customer outcomes and company direction while solving problems spanning data, AI, and enterprise operations

🎯 Requirements

• Working fluency in source-to-pay and procurement/finance operations • Ability to discuss contracts, invoices, spend, and sourcing with CPOs and CFOs • Knowledge of Ariba, Coupa, and CLM tools • Extensive enterprise C-level network • Ability to build new networks through conferences, social networking, and prospecting • 10+ years of B2B or enterprise AI technology sales experience with prospecting and closing success • Demonstrated success closing large, complex $10M+ enterprise deals and/or $1M+ deals in a startup or scale-up environment • Experience with both enterprise and startup buying motions preferred/ideal • Experience engaging and booking meetings with VP- through C-level executives, including CFO, CIO, CPO, and CEO • Familiarity with MEDDICC, Challenger, or SPIN sales methodologies • High ownership mentality and accountability for pipeline and revenue outcomes • Clear, direct communication with technical and non-technical senior audiences • Ability to operate in ambiguity with evolving priorities • Self-directed and organized, managing multiple priorities with minimal oversight

🏖️ Benefits

• Competitive base salary • Sales quota • Employee stock option plan • 100% premium paid medical, dental, and vision coverage for self, spouse, and family • 401(k) with 3% employer contribution of salary • Flexible work arrangements • Generous PTO • Clear runway for growth as the customer base, platform, and company scale