Director, New Business Sales – Enterprise

Poppulo•Denver, CO

About The Position

The Director, New Business Sales – Enterprise is a hands-on leader responsible for guiding SaaS sales teams focused on acquiring new enterprise customers. The role leads the Land Sales team, accelerates pipeline creation, and converts qualified opportunities into new-logo revenue. It partners with the VP of Sales to advance growth strategy, engage top-tier prospects, and drive customer acquisition. The director manages day-to-day sales activity, coaches and develops team members, establishes performance objectives and metrics, and forecasts bookings. The role contributes to new-logo strategy and territory planning, supports special projects and customer value programs, and participates in product launches. It also partners with Customer Success, Marketing, Product, and other teams to support prospect relationships and smooth handoffs into customer onboarding. The director monitors industry trends and market forces and ensures pricing is consistent with company strategy. Poppulo provides an AI-powered employee experience platform that helps organizations reach employees across email, mobile, intranet, Microsoft Teams, and digital signage. The company says more than 10,000 organizations use its platform, which reaches more than 50 million employees and delivers content to more than 600,000 digital signs worldwide.

Requirements

10+ years of progressive B2B SaaS sales experience, including at least 4 years of proven leadership, specifically with US enterprise customers.
Proven ability to drive the enterprise sales process from prospecting through close.
Experience with hands-on operational leadership of sales development teams (inbound and outbound) and quota-bearing sales teams.
Experience forecasting and territory planning.
Analytical skills and excellent written and oral communication skills; fluent English.
Experience leveraging AI to increase team productivity and quality.
Ability to adapt and pivot quickly.
Bachelor's degree or equivalent experience.
Track record of successfully managing remote, inside sales, and field sales teams.
Operational knowledge of application programs, Microsoft 365, Salesforce, and current Internet technologies.
Experience managing pipelines, territories, forecasting, and processes.
Expertise in the Internal Communications market.

Responsibilities

Increase the velocity of new-logo deals, drive results, and remove roadblocks.
Work across cross-functional teams, especially Customer Success, Marketing, and Product.
Coach, develop, and manage the performance of the Land Sales team.
Manage day-to-day sales activities focused on key new-business sales metrics.
Improve prospecting, qualification, proposals, negotiation, and closing.
Help define and develop the company's new-logo sales strategy and territory planning.
Partner strategically with the VP of Sales to advance growth strategy, engage top-tier prospects, and drive new customer acquisition.
Set clear team objectives and establish key performance metrics.
Support special projects and participate in designing and implementing customer value programs and product launches.
Forecast bookings accurately for direct reports using sales-process stages, inspection, and judgment.
Build and maintain relationships with prospects and customers, understanding their business objectives and needs.
Understand industry-specific trends and landscapes, and report on market forces affecting strategic direction, buyer priorities, and budgets.
Partner with Customer Success and other teams to support effective handoffs from new-logo sales to customer onboarding.
Maintain pricing integrity in assigned sales accounts in line with corporate strategies.
Plan and coordinate team work, connecting activities to organizational vision, goals, and success.
Promote continuous improvement, agility, and resilience.
Ensure reports have the information, tools, and resources needed to meet goals.
Identify and clear blockers, communicating changes in priorities or focus in a timely manner.
Provide continuous performance feedback and apply appropriate performance interventions when needed.
Support engagement and retention of direct reports, including providing autonomy and ensuring they feel supported and heard.
Facilitate development conversations and collaborate on development plans and career growth.