Director of Sales

Clutch

6d • Remote

About The Position

We are hiring a Director of Strategic Sales to lead and scale our highest-revenue segment. You will manage a team of 6 Strategic Account Executives, own an $18.5M+ collective quota, and be directly accountable for pipeline generation, deal progression, forecast accuracy, and new logo revenue. This is not a clipboard-holding management role. We need a pace-setter — someone who coaches in the trenches, co-sells on the biggest deals, builds a winning operating cadence, and raises the bar for what great looks like every single week. You will report directly to the VP of GTM and Partnerships and play a critical role in shaping how Clutch wins the largest credit unions in the country.
About the Team
You will lead a team of 6 Strategic AEs who sell Clutch's digital lending, account opening, and AI product suite into the largest credit unions in America. The team is supported by Sales Engineering, RevOps, Marketing, and a powerful co-sell partnership with TruStage. You'll work alongside the Directors of Enterprise Sales, Marketing, and Revenue Operations — all reporting into the VP of GTM. We are backed by Andreessen Horowitz (a16z), operating at scale with 150+ credit union customers, and accelerating into AI and new product lines. The strategic segment represents the biggest deals, the most complex sales cycles, and the highest growth potential in the company.
What You’ll Do
Within 3 months, you will:
Complete a full assessment of the strategic team — pipeline health, rep performance, deal quality, and territory coverage
Establish your weekly operating cadence: pipeline reviews, deal inspections, 1:1 coaching sessions, and forecast calls
Build relationships with every active strategic opportunity and co-sell on the top 5 deals in the pipeline
Understand Clutch's product suite, competitive landscape, and the credit union buying process at a deep level
Within 6 months, you will:
Drive measurable improvement in pipeline generation, stage progression, and forecast accuracy across the team
Implement a rigorous deal inspection framework (MEDDPIC) and hold the team accountable to it weekly
Partner with Marketing and TruStage to build joint pipeline programs targeting top strategic accounts
Close at least 2 strategic deals alongside your reps, demonstrating the selling standard you expect
Identify and begin recruiting for any open seats or performance upgrades on the team
Within 9 months, you will:
Have the team consistently operating at 3x+ pipeline coverage against quarterly targets
Deliver accurate, defensible forecasts within 10% variance
Establish yourself as the go-to executive sponsor on the largest strategic deals
Build a rep development program that accelerates ramp time and raises average attainment across the team
Contribute to GTM strategy — territory design, comp planning, account tiering, and segment-level go-to-market plays

Requirements

• 8+ years of B2B SaaS sales experience with at least 3 years in a front-line sales management role leading a team of 5+ AEs selling into enterprise or strategic accounts
• Proven track record of building, coaching, and developing high-performing sales teams that consistently exceed quota
• Direct experience managing $15M+ in collective team quota with deal sizes of $200K+
• A player-coach mentality — you can run a deal review and then jump on a call with a CIO and close
• Deep fluency in enterprise sales methodologies (MEDDPIC, Sandler, Challenger, or similar) and a track record of embedding them into team operating rhythms
• Strong pipeline management, forecasting, and deal inspection discipline — you manage by the numbers without losing the human element
• Ability to recruit, hire, and retain top sales talent — you have a network and a reputation that attracts A-players
• Excellent executive presence — you are credible in front of credit union C-suites and can serve as an executive sponsor on strategic deals
• High ownership, high urgency — you set the pace for your team through personal accountability and visible effort
• Willingness to travel 30-40% for prospect meetings, team onsites, industry events, and partner engagements

Nice To Haves

• Experience selling into financial institutions, credit unions, or banking technology is strongly preferred

Responsibilities

• Complete a full assessment of the strategic team — pipeline health, rep performance, deal quality, and territory coverage
• Establish your weekly operating cadence: pipeline reviews, deal inspections, 1:1 coaching sessions, and forecast calls
• Build relationships with every active strategic opportunity and co-sell on the top 5 deals in the pipeline
• Understand Clutch's product suite, competitive landscape, and the credit union buying process at a deep level
• Drive measurable improvement in pipeline generation, stage progression, and forecast accuracy across the team
• Implement a rigorous deal inspection framework (MEDDPIC) and hold the team accountable to it weekly
• Partner with Marketing and TruStage to build joint pipeline programs targeting top strategic accounts
• Close at least 2 strategic deals alongside your reps, demonstrating the selling standard you expect
• Identify and begin recruiting for any open seats or performance upgrades on the team
• Have the team consistently operating at 3x+ pipeline coverage against quarterly targets
• Deliver accurate, defensible forecasts within 10% variance
• Establish yourself as the go-to executive sponsor on the largest strategic deals
• Build a rep development program that accelerates ramp time and raises average attainment across the team
• Contribute to GTM strategy — territory design, comp planning, account tiering, and segment-level go-to-market plays

Benefits

• Remote Flexibility: Enjoy the freedom of remote work from anywhere, balancing life and career seamlessly.
• Unforgettable Off-Sites: Twice a year, bond with colleagues in exciting destinations, fostering teamwork and fresh ideas.
• Paid Time Off: Enjoy flexible PTO days yearly for relaxation and rejuvenation.
• Stock Options: Joining us means having a stake in our success, so you'll receive stock options as part of your compensation package.
• Home Office Setup: Create your ideal workspace with a dedicated budget for home office essentials.
• Work Trip Budget: Grow personally and professionally with a budget for work-related trips and co-working.
• Health Coverage: Prioritize your well-being with comprehensive health and dental insurance plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 101-250 employees