Director of Sales, Americas

Director / Senior Director, Mid-Market Sales (Americas)

Location: Cupertino, California (Hybrid – In Office Several Days Per Week)

Compensation: ~$350,000 OTE

Overview

A rapidly growing global SaaS company is seeking a Director or Senior Director of Mid-Market Sales to lead revenue execution across the Americas. This leader will own end-to-end performance for new business acquisition, renewals, expansion, and net revenue retention across a high-impact segment of the business.

This is a hands-on revenue leadership role responsible for building predictable pipeline, improving conversion across the funnel, and scaling a high-performance sales organization. The ideal candidate combines strategic leadership with operational rigor and thrives in a fast-paced, performance-driven environment.

The role reports directly to executive leadership and will partner closely with Marketing, Product, and Revenue Operations to drive growth and optimize the company’s go-to-market strategy.

Team & Scope

• Lead and scale a team of ~14 revenue professionals across Account Executives and Account Managers
• Team structure includes sellers focused on new customer acquisition, expansion, renewals, and retention
• Responsible for building scalable processes, coaching managers, and elevating overall sales performance

Key Responsibilities

Revenue Leadership

• Own regional bookings targets, renewals, expansion revenue, and net revenue retention
• Drive predictable revenue outcomes through disciplined pipeline management, forecasting accuracy, and deal inspection
• Identify revenue risks early and implement corrective strategies
• Translate company strategy into clear regional revenue plans, quotas, and execution priorities
• Participate directly in strategic deals and executive-level customer engagements

Sales & Account Management Leadership

• Lead, coach, and develop a team of Account Executives and Account Managers responsible for the full customer lifecycle
• Ensure clear ownership of customer expansion, renewal strategy, and commercial health
• Build a strong management cadence including:
• Pipeline reviews
• Forecast calls
• Deal inspections
• QBRs
• Renewal and expansion reviews
• Win/loss analysis
• Recruit, onboard, and develop top sales talent

Go-to-Market Execution

• Partner closely with Revenue Operations on segmentation, pipeline health, and demand flow
• Align acquisition and customer expansion motions to create a seamless customer lifecycle
• Collaborate with Product and Product Marketing on:
• Positioning
• Pricing and packaging
• Competitive differentiation
• Elevate the sales motion from product-led conversations to business outcome-driven selling
• Develop playbooks that drive multi-product adoption and expansion

Operational Excellence

• Maintain strong forecast discipline across weekly, monthly, and quarterly cadences
• Partner with Revenue Operations on:
• quota planning
• compensation design
• sales tooling
• Track and improve key performance metrics including:
• pipeline coverage
• conversion rates
• average deal size
• renewal rates
• expansion revenue
• churn
• sales cycle efficiency
• Identify operational friction points and continuously improve the sales process

Leadership & Culture

• Build a performance-driven, accountable, and customer-centric sales culture
• Establish high standards for execution discipline, transparency, and collaboration
• Coach managers and sellers to consistently improve performance
• Lead from the front in critical revenue moments and high-impact deals

Qualifications

Required

• 8 years of progressive experience in B2B SaaS sales
• Experience leading both new business sales teams and account management / expansion motions
• Proven track record delivering predictable revenue growth and strong retention
• Strong command of forecasting, pipeline management, and sales analytics
• Experience partnering cross-functionally with Marketing, Product, and Revenue Operations

Preferred

• Experience selling into SMB or mid-market segments
• Background operating in environments that combine self-serve, sales-assisted, and enterprise sales motions
• Experience scaling regional revenue from $50M to $100M ARR

Leadership Profile

• Highly data-driven and execution focused
• Comfortable operating at both strategic and deal-level detail
• Strong coaching and talent development mindset
• Clear communicator with strong executive presence
• Bias toward action and measurable outcomes

Compensation

• On-Target Earnings: ~$350,000
• Competitive base salary and performance-based incentives
• Equity participation
• Full benefits package

This is an opportunity to join a high-growth SaaS organization and lead a critical revenue segment while helping shape the next stage of the company’s growth.