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Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions
Drive pipeline generation through outbound activity, account expansion, and partner engagement
Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation
Maintain high standards for pipeline quality, deal progression, and execution
Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED)
Lead accurate, accountable forecasting and uphold a high bar for deal validity
Coach reps on value-based selling, focusing on customer problems, impact, and differentiation
Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash)
Enable multi-product, platform-oriented selling across complex enterprise deals
Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy
Requirements:
3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience
Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals
Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar
Strong background in value selling frameworks such as Command of the Message or equivalent
Experience selling multi-product or platform-based enterprise solutions
Demonstrated success in outbound-driven environments and building pipeline from scratch
Hands-on leader who actively engages in deals, coaching, and execution
Strong deal inspector—able to quickly assess deal quality and coach reps to improve
High accountability leader who sets and enforces clear standards
Comfortable leading through ambiguity and driving change
Strong executive presence with the ability to engage senior stakeholders internally and externally
Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.)
Data-driven approach to forecasting, pipeline management, and performance tracking.
