Director Enterprise Sales Remote

David's Bridal•King of Prussia, PA

1d•Remote

About The Position

The Director of Enterprise Sales leads new partner acquisition for the Pearl & Partnerships team at David’s Bridal. This is a player-coach sales leadership role that owns the new business revenue number: prospecting, pitching, negotiating, and closing strategic enterprise partnerships with national brands, retailers, advertisers, and media companies across the wedding and lifecycle-moment ecosystem. The Sales Director will lead, coach, and scale a team of Partner Development Managers (6 today, growing to 8+) and own top-of-funnel relationships with agencies and channel partners that feed the pipeline. In close partnership with the Head of Enterprise Accounts, this leader will ensure seamless hand-offs from new sale to post-sale so that partners experience a single, high-performing David’s Bridal commercial organization. Success in this role requires a leader who thrives in a high-growth, ambiguous, transformation-era environment. We are looking for someone who can optimize the sales motion while at the same time actively executing against it. The right leader pairs a relentless focus on results with a genuine commitment to the people delivering them: high expectations supported by the coaching, resources, and organizational backing the team needs to perform at a sustainably high level.

Requirements

Bachelor’s degree or equivalent professional experience.
8+ years of enterprise sales, partnership sales, media sales, or retail-media sales experience, including 3+ years leading and developing a direct sales team.
Proven track record scaling a sales team in a high-growth, ambiguous, start-up, transformation, or private-equity-backed environment. Demonstrable experience building sales capability, not solely managing an existing organization.
High tolerance for ambiguity and change; remains steady, decisive, and constructive through shifting priorities.
Personally closed multiple “whale” deals with C-suite and senior-executive buyers; recognized by partners and internal stakeholders as a credible closer on enterprise-scale opportunities.
Demonstrated experience building an enterprise sales playbook from the ground up — ICP, outbound motion, discovery, pitch, pricing, and close plans.
Existing relationships with brand, media, retail, or holding-company agencies and channel partners that can be activated on day one.
HubSpot (or comparable CRM) fluency; forecasting and pipeline discipline that holds up under executive scrutiny.
Excellent executive communication, presentation, and negotiation skills; able to move fluently between executive-level partner conversations and individual coaching sessions with reps.
Ability to work remotely with meaningful travel (30–40%) to David’s home office, prospects, partners, and industry events.

Nice To Haves

Track record of leading sales through a business transformation, turnaround, or PE-backed growth chapter.
Retail media or ad sales leadership background
Brand partnership or integrated-marketing sales experience at scale (e.g., Hearst, Condé Nast, American Express, Disney, major platform partnerships).
Familiarity with the retail, wedding, bridal, registry, or broader lifecycle-moment industry
Experience with drop-ship marketplaces, or integrated retail-media and co-marketing products.

Responsibilities

Own the net new sales goal for the Pearl and Partnerships team, driving $10-15M+ in new annual partner revenue and scaling from there.
Meet or exceed quarterly and annual new business targets, build and defend the forecast, and deliver predictable pipeline coverage and signings each period.
Personally engage on marquee opportunities, partnering with sales reps on high value negotiations, C-suite pitches, and complex multi-stakeholder closes.
Focus the team on the highest-value opportunities: sharpen ICP and offerings, prioritize target accounts, and ensure disciplined allocation of selling time toward the highest-return opportunities.
Partner with the Head of Enterprise Accounts to ensure clean, disciplined hand-offs from new sale to post-sale that protect partner experience end-to-end.
Lead, coach, and develop a team of Partner Development Managers, scaling as pipeline and revenue warrant. Ensure non-performing talent is refreshed.
Set a high performance bar and equip the team with the pipeline, tools, enablement, and executive support required to meet it.
Invest deeply in developing performers. Move swiftly to upgrade talent where sustained underperformance puts the team's results or standards at risk.
Run weekly pipeline and deal reviews, structured 1:1s, and ongoing skills coaching rooted in real deal work.
Recruit, hire, onboard, and ramp new sales reps; build and maintain a strong external bench so the organization can move quickly when the business calls for it.
Cultivate a team culture of ownership, intellectual curiosity, candor, and healthy competitiveness.
Design and evolve the enterprise sales playbook from the ground up: ICP definition, product offerings and pricing, outbound motion, discovery frameworks, pitch narratives, pricing guardrails, and close plans.
Establish strategy for rep territories and product expertise.
Help develop sales enablement assets (deal decks, case studies, ROI models, objection-handling, outreach templates) in partnership with the Marketing and Account teams.
Establish the team’s operating cadence: weekly forecast, pipeline and deal reviews, monthly business reviews, and quarterly planning.
Work with sales ops and analytics teams to implement dashboards and reporting that provide the CRO and executive team a clear, accurate view of pipeline health and rep performance.
Own top-of-funnel channel and agency relationships to feed the partner pipeline. Continuously expand the network through industry presence and targeted business development.
Represent David’s Bridal and Pearl externally at industry events, trade shows, and partner summits.
Shape integrated partnership offerings that leverage David’s full asset base: stores, ecommerce, media, data, and customer reach.
Partner with the Head of Enterprise Accounts across the full partner lifecycle, with clear ownership, defined SLAs, and a single shared view of revenue.
Work with Legal, Finance, Sales Ops and Analytics on pricing, contracts, quota design, commissions, and incentive strategy.
Contribute to Pearl Advisory Board content and executive-level partner meetings.
Share market intelligence back to Product, Marketing, and company leadership to inform new offerings, packaging, pricing, and vertical expansion.