Director, Enterprise Sales
About The Position
About iTradeNetwork At iTradeNetwork, we provide advanced supply chain software and insights tailored to the food & beverage industry. Our mission is clear and ambitious: To feed the world. From the start, we’ve been dedicated to tackling the most pressing challenges within food and beverage supply chains, delivering innovative solutions and expert support that make a measurable impact. Our cutting-edge technology helps businesses streamline complex procurement and fulfillment processes, minimize food waste, optimize inventory, manage compliance risk, and scale profitably. We’re proud to serve an elite customer base, including 13 of the top 25 North American grocers, 8 of the top 10 foodservice distributors, and 8 of the top 10 global food and beverage manufacturers. ITRADENETWORK LEADERSHIP PRINCIPLES iTradeNetwork’s purpose is to feed the world — and everything we do is guided by the principles below. Every team member is expected to embody and champion these principles across the organization. Bias for Action We value speed and avoid analysis paralysis. We develop conviction, make informed decisions quickly, and take calculated risks to maintain momentum — knowing that swift progress is essential for innovation and growth. Customer Obsession We work relentlessly to delight our customers. We work backward from their needs to solve pain points and create solutions that surprise and earn their loyalty. We obsess over customers, not competitors. Data & Metrics Driven We operate with facts, not opinions. We dive deep into data and use metrics to measure progress, ground every decision in rigorous analysis, and push for clarity and measurable outcomes. Raise the Bar We continuously push for improvement — in ourselves, our teams, and the company. We hire and develop exceptional talent, setting ever-higher standards that elevate performance and drive excellence. Operational Excellence Through Process We build lasting processes that optimize for efficiency. By developing, testing, and documenting each process, we create consistency and scale through automation, enabling continuous improvement across the business. Ownership Mindset We take responsibility for our work and aim for long-term success. We use resources wisely, stay accountable, and roll up our sleeves to get things done — no task is beneath us. Earn Trust We build trust through integrity, transparency, and mutual respect. We communicate openly, own our mistakes, listen actively, and remain open to feedback as an opportunity for growth. of that mission: building intelligent, production-ready applications that put machine learning at the core of the user experience. Job Summary The Enterprise Sales Director will own and grow a portfolio of enterprise accounts while leading a high-performing team of Account Executives. This is a player-coach role for someone who has taken a mid-tier team and driven it to top performance at scale. You thrive in complex, multi-stakeholder sales environments, you run the operational engine with rigor, and you can compellingly articulate the business value of AI-driven transformation. You will drive net-new revenue, expand existing accounts, and build the talent, culture, and processes needed to scale our enterprise motion.
Requirements
- Proven track record of taking a mid-level performing team and leading it to top performance at scale.
- 10+ years of enterprise sales leadership, leading and scaling B2B enterprise software sales teams.
- Demonstrated track record of consistently exceeding quota as both an individual contributor and a people manager.
- Experience selling into enterprise accounts ($500M+ in revenue) with deal sizes of $250K to $2M+ ARR.
- Deep familiarity with complex, multi-stakeholder sales processes and enterprise procurement cycles.
- Strong ability to sell to and influence C-suite and senior executive buyers.
- Proficiency in CRM tools (Salesforce preferred) and modern sales engagement platforms.
- Excellent communication, presentation, and negotiation skills.
- Must be able to demonstrate lawful ability to work in the United States
Nice To Haves
- Experience selling AI, automation, or analytics software into business operations functions (Finance, HR, Supply Chain, Procurement, or similar).
- Familiarity with AI/ML concepts sufficient to hold credible conversations with technically sophisticated buyers.
- Experience with MEDDIC, MEDDPICC, Challenger, or Command of the Message methodologies.
- Prior experience at a high-growth SaaS startup or scale-up environment.
- Established network of enterprise-level relationships in target verticals.
Responsibilities
- Lead, coach, and develop a team of 5 to 10 Enterprise Account Executives; serve as a daily sounding board on live deals and act as a player-coach across the full selling motion.
- Coach reps on deal development and closing at early, mid, and late stage; work with each rep individually to ensure every rep hits their early, mid, and late stage activity and progression metrics.
- Build an inspiring, positive culture that holds a high bar, brings energy, and creates the conditions for every rep to win.
- Recruit top enterprise talent and build a bench of future leaders; run regular 1:1s, pipeline reviews, deal coaching sessions, and quarterly performance evaluations.
- Own and exceed an enterprise team quota for net-new ARR and expansion revenue.
- Manage the operational engine end to end: drive pipeline creation, enforce consistent daily and weekly rep activity, generate qualified opportunities, and convert them to closed-won that meets forecast.
- Hold the standard of 100 percent rep success against plan; surface and close attainment gaps rep by rep before they become quarter risk.
- Maintain healthy, accurately forecasted pipeline across the team at 3x coverage minimum.
- Own forecasting and commit management for the team; set and hold hard deadlines and hard commits, and manage the team to them.
- Bring discipline and accuracy to weekly forecast calls, and translate pipeline reality into reliable commits that leadership can plan against.
- Lead opportunity strategy, pricing strategy, and solution strategy on key deals.
- Partner closely with Enterprise Solutions Directors, Solutions Consultants, and the Product teams to shape winning, value-based deal approaches.
- Provide structured market and competitive feedback to Product and GTM based on what is happening in live deals.
- Build and own senior customer relationships; work directly with customer executives to open net-new logo opportunities.
- Pursue and win large, high-ARR mega deals, and build the enterprise relationships that sustain expansion over time.
- Lead consultative, value-based engagements across C-suite and VP buyers in Finance, Operations, Supply Chain, Procurement, and IT.
- Bring the rigor and detail to structure enterprise presentations, run full deal cycles end to end, and demonstrate execution the team can model.
- Own Salesforce hygiene across the team so the system of record stays clean, current, and trustworthy.
- Build and run sales enablement programs that upskill and uplevel the entire enterprise team.
- Ensure consistent use of MEDDIC, MEDDPICC, or comparable enterprise qualification methodology.
Benefits
- Competitive salary packages
- Comprehensive medical, dental, vision, and life insurance benefits for you and your family
- Flex PTO for exempt employees and competitive PTO for non-exempt
- Paid parental leave for eligible employees
- 401(k) matching
- Tuition reimbursement on approved programs
- Great health & well-being benefits including Teladoc for general medical and mental health care
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
