Senior Director, Sales

🔥 28 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

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Upland Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

💼 Consulting

📣 Marketing

☁️ SaaS

💰 $115M Post-IPO Equity on 2022-07

Consulting • Marketing • SaaS

Upland Software is a leading provider of AI-powered cloud software solutions that enhance business efficiency across various domains. Their products include computer telephony integration, AI-powered knowledge management, customer engagement, document automation, and marketing tools that increase revenue, reduce costs, and deliver significant value. Upland's software is used to improve contact center productivity, manage content lifecycles, optimize digital marketing, and drive sales productivity through enhanced workflows and AI-driven insights. Trusted by over 10,000 customers, Upland's solutions are designed to power enterprise digital transformation and bring immediate business outcomes.

📋 Description

• Lead the BA Insight sales organization and coach/develop Account Executives and Solutions Consultants • Collaborate with partner resources to achieve quarterly and annual revenue objectives • Own territory planning, pipeline creation, deal inspection, qualification, forecasting, and Salesforce hygiene • Coach complex enterprise opportunities through multi-stakeholder buying processes, executive alignment, business cases, evaluations/POCs, and commercial negotiations • Build pipeline with Demand Generation through ABM programs, events, campaigns, target-account strategies, messaging, and marketing investments • Influence SDR execution by establishing qualification standards, messaging, target-account priorities, and SDR-to-AE handoffs • Develop the Microsoft and AWS ecosystem through partner relationships, co-sell motions, partner-influenced pipeline, and enterprise AI initiatives • Partner with Product, Marketing, Customer Success, Services, and KCM leadership to align market strategy, product direction, customer needs, and sales execution • Maintain market awareness across AI, enterprise search, data connectivity, knowledge discovery, competitive offerings, and enterprise technology priorities • Serve as executive sponsor on strategic opportunities and build relationships with senior customer and partner executives • Report to the General Manager and maintain a dotted-line relationship with the BA Insight product-line leader

🎯 Requirements

• 10+ years of enterprise SaaS sales experience, including experience leading sales teams • Success managing teams of quota-carrying Account Executives and associated presales/technical resources • Consistent track record of achieving or exceeding revenue targets while developing sales talent • Experience selling complex enterprise solutions through multi-stakeholder buying processes involving business, IT, security, procurement, and executive leadership • Strong command of pipeline management, forecasting, quota models, sales economics, and Salesforce • Experience with value-based and MEDDICC-style selling, multi-threading, executive engagement, business-case development, and complex negotiations • Executive presence and ability to engage CIO, CTO, data, AI, and business leaders • Excellent leadership, communication, presentation, and organizational skills • Ability to lead through direct authority and influence across Sales, SDR, Marketing, Product, and partner organizations • Willingness to travel as needed to customers, partners, and industry events • Direct experience working within Microsoft and/or AWS ecosystems, including partner, alliance, or co-sell motions • Experience collaborating with Demand Generation and SDR teams to build qualified enterprise pipeline • Experience with enterprise search, knowledge discovery, data connectivity, generative AI enablement, or adjacent enterprise software categories is a plus • Experience with enterprise search/AI providers and/or familiarity with Microsoft 365, Azure AI, Microsoft Copilot, AWS, Amazon Bedrock, Amazon Q, or related enterprise AI technologies is a plus • Previous formal sales methodology training and strong customer and partner references • Bachelor’s or university degree preferred

🏖️ Benefits

• Remote work supported • Global culture of growth and possibility • Opportunity to lead a focused enterprise sales organization at the intersection of AI, enterprise search, data connectivity, and Microsoft and AWS ecosystems