Director of Sales — Investment Banking & Advisory

Datasite•New York City, NY

42d•Hybrid

About The Position

Grata is looking for a proven sales leader to own their investment banking and advisory segment. This role will lead a team of Account Executives (AEs) and Business Development Representatives (BDRs) across both a strategic motion for large, complex institutions and a mid-market motion for mid-sized banks and boutique advisory firms. As a key member of the sales leadership team reporting directly to the VP of Americas Sales, this individual will contribute to overall sales strategy and help shape the direction of the business. The role requires a leader who can manage both strategic and mid-market motions with clarity, understanding that they require different approaches. The position is based in New York City with a hybrid schedule (Monday, Tuesday, and Thursday in-office).

Requirements

Successfully managed a team of AEs to consistent quota attainment in a high-growth SaaS environment.
Sold into investment banking, M&A advisory, or closely related financial services — understanding how deal teams are structured, how coverage bankers think about sourcing, and what makes a data or workflow platform indispensable to them.
Uses data to drive clarity and communicate with conviction — with their team, with cross-functional partners, and with executive leadership.
Builds process that scales and creates accountability without bureaucracy: structured pipeline reviews, clear deal coaching frameworks, and a feedback cadence that actually moves the needle.
Run or managed both a strategic enterprise motion and a higher-velocity mid-market motion — and understands how to coach differently across those two contexts.
6+ years of sales experience, including at least 2 years in a sales management role.

Nice To Haves

SaaS sales experience.
Experience selling data products or a consumption-based model is a strong plus.

Responsibilities

Lead, develop, and retain a team of AEs and BDRs operating across strategic and mid-market motions within the investment banking and advisory segment.
Own quarterly and annual revenue targets — managing pipeline health, forecast accuracy, and deal velocity across both motions.
Build and nurture a channel partnership motion with Datasite's advisory team, turning their global client relationships into a warm lead channel for your AEs.
Define and evolve territory strategy across bulge bracket, middle market, and boutique advisory firms as Grata's ICP expands.
Provide regular, structured coaching and feedback — identifying the specific blockers holding each rep back and building accountability without micromanagement.
Cultivate senior executive relationships across target accounts to serve as a voice of customer for the segment.
Collaborate with Revenue Operations, Marketing, Customer Success, and Product to bring segment-specific insight into company decisions.