Sales Director

Summary

Sales Director drives predictable net-new ARR growth and leads a high‑performing team focused on acquiring new customers within the Payroll, HCM, and Workforce Management markets. This leader will play a central role in scaling our growth engine, elevating sales execution, and bringing a modern, process‑driven GTM mindset to the organization. This position owns the new‑logo motion, guides a team of AEs, partners cross‑functionally across Marketing, Rev Ops, Product, and CS, and helps shape our operating rhythm as we execute against our FY26 goals focused on growth, profitability and scale.

• Hire, coach, and develop AEs to consistently achieve quota and pipeline targets
• Bring a process‑centric mindset to forecasting, deal inspection, pipeline management, and account planning
• Establish a disciplined operating cadence aligned to our Revenue Architecture and GTM production lines
• Leverage a strong ecosystem of partners, resellers and alliances to drive demand, accelerate deal velocity and improve win rates

• Own monthly, quarterly, and annual new‑logo ARR targets
• Build and refine repeatable sales motions that follow the Bowtie and SPICED frameworks
• Ensure consistent execution across discovery, mutual action plans, customer impact mapping, and competitive positioning

• Work closely with Demand Gen to shape ICP, messaging, and targeted campaigns
• Collaborate with Product to ensure field feedback informs the roadmap
• Partner with Customer Success to ensure seamless handoffs that drive fast time‑to‑impact and long‑term retention
• Align with Rev Ops on territory design, compensation insights, forecasting models, and performance analytics

• Drive a culture of accountability, urgency, and continuous improvement
• Model excellence in enterprise sales fundamentals, SPICED‑style qualification, and value‑based storytelling
• Identify bottlenecks in the revenue production line and work with GTM leadership to improve throughput, win rates, and cycle times

• 8+ years of SaaS sales experience with at least 3 years leading quota‑carrying teams
• Proven success scaling new‑logo business in Payroll, HCM, HRIS, WFM, or adjacent enterprise software
• Strong command of sales methodology (SPICED, MEDDIC, Command of the Message, or similar)
• Demonstrated ability to create predictable pipeline and consistently hit ARR targets
• Excellent at coaching, talent development, leading through data, and creating high‑trust/high‑performance cultures
• Experience operating within a multi‑product environment and selling to CFOs, HR leaders, and operational buyers

• Experience selling into mid‑market and enterprise segments
• Background working with PE‑backed SaaS companies in transformation or scale‑up phases
• Familiarity with revenue models, GTM motions, and the principles behind the Revenue Factory

• Team hitting or exceeding quota within first two quarters
• Clear, repeatable sales motions established and adopted
• Improved AE productivity, win rate lift, cleaner pipeline discipline
• Shorter cycle times and reliable forecasting
• Strong cross‑functional alignment with Marketing, CS, Product, and Rev Ops
• Meaningful contributions to our FY26 growth plan and the long‑term revenue architecture of the company

• Mid‑Senior level

• Full‑time

• Sales and Business Development

• Internet Publishing