СШАSenior Director, Client Sales
4 дн. назад
СШАDirector
Leadership role driving client sales and revenue growth at , a financial platform.
Обязанности
- As Senior Director, Enterprise Client Sales, you will lead ’s enterprise client sales organization, developing its Directors and building the team responsible for retention, card growth, and SaaS expansion across our largest customers. Reporting to the SVP of Sales, you will own segment performance and define a multi-product growth strategy for our enterprise customer base.
- This second-line leadership role combines organization building with enterprise sales strategy. You will build and scale a team capable of selling new products to new buying groups within existing customers and telling a unified platform story across card, travel, and expense. You will strengthen the executive relationships, business reviews, qualification, business cases, and ROI needed to support new enterprise buying decisions.
- You will translate strategy into clear account priorities, coverage decisions, manager expectations, and operating practices. Working closely with Customer Success, Product, Implementation, and Revenue Operations, you will coordinate the account teams and executive engagement needed to deliver customer and revenue outcomes. You will also bring a strong understanding of product capabilities and customer needs, helping prioritize the gaps that materially affect enterprise expansion.
- Own Enterprise Net Revenue performance across retention and expansion, with clear accountability for card growth, SaaS adoption, gross retention, and churn prevention
- Define and execute a multi-product enterprise growth strategy, prioritizing opportunities across products, buying teams, business units, and geographies
- Lead, coach, and develop Enterprise Client Sales Directors, establishing clear expectations for hiring, seller development, account strategy, forecasting, and performance management
- Build and scale the organization through thoughtful hiring, onboarding, and ramp plans that reflect customer opportunity and management capacity
- Build a repeatable cross-sell motion across card, travel, and expense, enabling teams to identify new buying groups, develop champions, articulate platform value, and secure new product commitments within existing customers
- Establish disciplined account coverage, prioritization, assignment, planning, pipeline inspection, renewal planning, and forecasting practices, with clear ownership and accountability across account teams
- Coach Directors and their teams to lead executive business reviews, develop C-suite relationships, communicate a unified platform and product-roadmap story, and build credible business cases and ROI for expansion opportunities
- Build a structured executive engagement program that connects leaders with priority customers, with clear objectives, preparation, account-team responsibilities, and follow-through
- Establish an effective shared-account operating model with Customer Success, aligning responsibilities for retention risk, expansion opportunities, renewal planning, customer engagement, and value delivery
- Develop a prioritized view of product gaps blocking enterprise expansion. Challenge and refine requests with the sales organization, distinguish critical capabilities from desirable additions, and bring a focused, evidence-based set of priorities to Product
- Partner with Implementation and Customer Success to align commercial commitments with product capabilities, implementation readiness, adoption, and customer outcomes
- Work with Revenue Operations and Enablement to improve revenue visibility, manager effectiveness, and the team’s ability to sell across card and SaaS products
- Build a culture of ownership, high standards, collaboration, and accountability while developing leaders who can sustain performance as the organization grows
Требования
- 10+ years of B2B sales experience, including substantial enterprise software experience and a demonstrated record of delivering revenue results
- 3+ years of experience managing frontline sales leaders in a second-line leadership role, with measurable results delivered through the management team
- Demonstrated success building or materially scaling sales organizations, including recruiting strong talent, developing managers, and establishing effective onboarding and ramp practices
- Experience defining a commercial growth strategy and translating it into account priorities, coverage decisions, manager expectations, and measurable outcomes
- Strong enterprise sales judgment and a clear approach to multi-product cross-selling, including new buying groups, executive business reviews, C-suite relationships, business cases, and complex decision and procurement processes
- Expertise in MEDDIC or a comparable enterprise sales methodology, with the ability to coach leaders on qualification, champion development, business-value articulation, and ROI
- Strong operating and analytical rigor in coordinating enterprise account teams, establishing executive engagement and account-planning frameworks, assigning ownership, and holding teams accountable for customer and revenue outcomes
- Strong product fluency and sufficient technical depth to understand capabilities and constraints, assess the commercial significance of product gaps, and prioritize critical expansion requirements with Product and sales stakeholders
- Effective cross-functional leadership, including substantive partnership with Customer Success and teams responsible for implementation, adoption, and customer value delivery
- Clear communication, executive credibility, and the ability to align senior stakeholders and internal account teams around shared priorities, decisions, and follow-through
- Experience leading both enterprise new business and existing-customer growth is particularly valuable. Enterprise new-business leaders should demonstrate a strong approach to executive business reviews, CSM partnership, and cross-selling within existing accounts. Experience in fintech, spend management, or selling to Finance organizations is helpful
Условия
- is the intelligent finance platform that enables companies to spend smarter and move faster in more than 200 markets. By combining global corporate cards and banking with intuitive spend management, bill pay, and travel software, enables founders and finance teams to accelerate operations, gain real-time visibility, and control spend effortlessly. ’s AI-native automation and world-class service eliminate manual expense and accounting tasks for customers so they can focus on what matters most. Tens of thousands of the world's best companies run on , including DoorDash, Coinbase, Robinhood, Zoom, Plaid, Reddit, and SeatGeek.
- Working at allows you to push your limits, challenge the status quo, and collaborate with some of the brightest minds in the industry. We’re committed to building a diverse team and inclusive culture and believe your potential should only be limited by how big you can dream. We make this a reality by empowering you with the tools, resources, and support you need to grow your career.
- The expected OTE range for this role is $316,400 - $395,500. However, the starting base pay will depend on a number of factors, including the candidate’s location, skills, experience, market demands, and internal pay parity. Depending on the position offered, equity and other forms of compensation may be provided as part of a total compensation package.
- LLC is a wholly owned subsidiary of Capital One, N.A.
- Please be aware, job-seekers may be at risk of targeting by malicious actors looking for personal data. recruiters will only reach out via LinkedIn or email with a .com domain. Any outreach claiming to be from via other sources should be ignored.
Другое
- The Sales team is the driving force behind revenue at , and every team member directly impacts our bottom line. We focus on generating new opportunities, acquiring new customers, and expanding value across our portfolio. We celebrate individual accomplishments and team wins, with a high-performance culture rooted in execution, transparency, and collaboration.
- This role will be based in one of our offices in San Francisco, New York City, or Seattle. Our hybrid environment combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three days per week in the office—Monday, Wednesday, and Thursday. As a perk, we also offer up to four weeks per year of fully remote work.