Director, Enterprise Sales (Southeast)

Terzo • Edmonton, AB

2h • Hybrid

About The Position

Terzo is an Enterprise AI platform that connects contracts with real-world spend, helping large organizations identify cost savings, financial risk, and opportunities across billions of dollars in enterprise spend. The platform transforms contracts, invoices, purchase orders, and financial records into an intelligent system that answers questions about negotiated prices, overspending, renegotiation opportunities, and AI-discovered savings. Terzo aims to help organizations save millions by providing intuitive enterprise software that solves major financial challenges. The company culture emphasizes moving fast, thinking big, and obsessing over customer outcomes, hiring builders who take ownership and embrace ambitious goals.

This Director of Enterprise Sales role is responsible for the full sales cycle, including prospecting and closing net-new accounts, primarily in the Atlanta, GA and South East region. The role involves outbound strategy, account penetration, discovery, solution alignment, executive presentations, commercial negotiation, and closing deals. The individual will own a quota, develop account plans, and collaborate with the VP, Strategic Partnerships to refine the Ideal Customer Profile (ICP), messaging, and territory strategy. Success in this role requires enthusiasm for building in a fast-growing environment, the ability to operate strategically and tactically, and enjoyment in selling sophisticated AI solutions.

Requirements

• Working fluency in source-to-pay and the procurement/finance operating landscape. Ability to credibly discuss contracts, invoices, spend, and sourcing with CPOs and CFOs, and knowledge of platforms like Ariba, Coupa, and CLM tools.
• Extensive network of enterprise C-levels.
• Ability to source new networks through conferences, social networking and prospecting.
• 10+ years in B2B or enterprise AI technology sales, with a track record of both prospecting and closing.
• Demonstrated success closing large, complex deals ($10M+ enterprise) and/or $1M+ deals in a startup or scale-up environment.
• Comfort operating across both enterprise and startup buying motions; experience in both is ideal.
• Experience engaging and booking meetings with VP through C-level executives (CFO, CIO, CPO, CEO) within enterprise organizations.
• Familiarity with structured sales methodologies (MEDDICC, Challenger, SPIN).

Nice To Haves

• High ownership mentality with accountability for pipeline and revenue outcomes.
• Clear, direct communicator, able to engage technical and non-technical audiences at senior levels.
• Comfort operating in ambiguity with evolving priorities.
• Self-directed and organized; comfortable managing multiple priorities with minimal oversight.
• Energized by building in a fast-moving environment where you run the system hard and feed learnings back.

Responsibilities

• Own a quota and close complex, multi-stakeholder enterprise deals typically $500K–$1M+ ARR to land, with clear expansion paths to multi-million-dollar accounts.
• Own outbound prospecting and pipeline generation across a defined set of target accounts, supported by a dedicated business development team plus technical sales and revenue operations.
• Build and execute account plans for targeted enterprise accounts.
• Lead discovery and value-based selling: quantify ROI, align to business priorities, and build executive-level consensus.
• Run high-impact executive meetings with CFOs, CPOs, CIOs, and CEOs depending on the account.
• Partner with the VP, Strategic Partnerships to refine ICP, messaging, and territory strategy.
• Use enterprise sales best practices: MEDDICC (or similar), forecasting cadence, pipeline reviews, and mutual close plans.
• Personalize outreach at the VP and C-level with relevant business context and messaging.
• Coordinate with Customer Success to drive expansions and maintain best in class NRR.

Benefits

• Competitive base salary, sales quota, and employee stock option plan
• 100% premium paid medical, dental, and vision coverage for self, spouse, and family
• 401(k) with 3% employer contribution of salary
• Flexible work arrangements and generous PTO

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed