Sales Director (Northeast)
About The Position
The Director of Sales is a frontline sales leader responsible for revenue performance in an assigned region. The role manages a direct team of Account Directors, setting goals, coaching execution, and holding the team accountable for pipeline, forecast, and bookings. The Director works hands-on in the field with Account Directors on strategic accounts, deal strategy, competitive positioning, and executive engagement to improve win rates and accelerate revenue. The position maintains an accurate, well-inspected forecast, enforces CRM hygiene and sales discipline, and ensures deals deliver strong customer value and healthy economics for Alkira. The Director reports to the Senior Director of Sales and is accountable for regional predictability, growth, and overall performance. Alkira, a Lumen company, builds an enterprise networking platform for connecting, securing, and operating clouds, sites, partners, data centers, and AI workloads. The company describes its platform as simplifying enterprise network infrastructure through on-demand connectivity, consistent security and segmentation, and visibility across distributed environments.
Requirements
- At least 8 years of enterprise technology sales experience, including at least 3 years managing a team of enterprise sellers.
- Proven track record of meeting or exceeding quota as both a seller and a frontline manager in a B2B software, SaaS, or infrastructure company.
- Experience selling complex, multi-stakeholder solutions to large enterprise accounts.
- Ability to coach sellers, run deal and pipeline reviews, and deliver an accurate forecast.
- Strong deal strategy, negotiation, and pricing skills, with focus on margin and long-term value.
- Established relationships with senior technology and business executives in the region.
- Proficiency with Salesforce or a comparable CRM and a sales methodology such as MEDDPICC, Command of the Message, or Challenger.
- Bachelor's degree or equivalent experience.
Nice To Haves
- Background in networking, cloud infrastructure, network security, or SD-WAN.
- Experience co-selling with hyperscalers such as AWS, Microsoft Azure, or Google Cloud, and with channel or GSI partners.
- Experience building and scaling a sales team in a high-growth or pre-IPO environment.
- MBA or advanced degree.
Responsibilities
- Own regional bookings and revenue targets and consistently meet or exceed territory quota.
- Translate company and Senior Director priorities into a regional plan with account coverage, targets, and milestones.
- Identify regional market opportunities, coverage gaps, and execution risks, and take decisive action.
- Lead, coach, and develop a direct team of Account Directors responsible for named accounts.
- Set expectations and individual goals and hold Account Directors accountable for pipeline, forecast, and results.
- Conduct regular one-on-ones, account plan reviews, and deal reviews to improve team execution.
- Recruit, onboard, and ramp sales talent, and address performance issues promptly and fairly.
- Drive consistent pipeline creation and opportunity progression, with an emphasis on early-stage coverage.
- Deliver accurate, predictable weekly and quarterly forecasts with clear visibility for sales leadership.
- Enforce CRM hygiene and rigorous deal inspection through a consistent sales methodology and operating cadence.
- Partner with Account Directors on strategic opportunities, including deal strategy, competitive positioning, negotiation, and close plans.
- Engage senior customer and partner executives to build trusted relationships and support complex, multi-stakeholder deals.
- Structure deals to create customer value while protecting margin and Alkira’s long-term value.
- Collaborate with Sales Engineering, Marketing, Customer Success, Sales Operations, Sales Enablement, and Finance to drive regional results.
- Work with channel, cloud, and alliance partners to extend regional reach and support co-sell motions.
- Provide field feedback on market, competitive, and customer trends to sales and product leadership.
Benefits
- Competitive base salary and variable compensation.
- Comprehensive medical, dental, and vision coverage.
- 401(k) retirement plan.
- Flexible paid time off and company holidays.
- Opportunity to shape a category-defining company and build a winning regional team.
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What This Job Offers
Job Type
Full-time
Career Level
Director
