Director of Sales

Axway Software SA•Remote,

15d•Remote

About The Position

The Director, Amplify Growth Sales leads regional new-logo acquisition efforts and directly manages a team of New Logo Account Executives and the SDR Manager. Reporting to the Regional Head of Sales, this leader owns Sales and sales development across the assigned region, expanding Axway’s market share in API management and AI governance. The role develops and executes an integrated regional go-to-market strategy spanning prospecting, SDR pipeline creation, opportunity conversion, and new customer acquisition. The Director builds a high-performing sales culture, drives predictable pipeline generation, and delivers revenue growth across designated territories. The successful candidate has a proven record of leading enterprise software sales teams, developing sales leaders and talent, and consistently exceeding revenue targets in competitive markets. The role aligns Account Executive and SDR execution and partners closely with Marketing, Presales, Customer Success, Product Marketing, and executive leadership to deliver a coordinated growth strategy. The position is U.S.-based and requires travel.

Requirements

8+ years of enterprise software sales experience.
3+ years leading high-performing enterprise sales teams, with demonstrated ability to manage frontline sales leaders or sales development managers.
Proven success managing sales teams focused on net-new logo acquisition.
Track record of consistently exceeding revenue and growth targets.
Experience selling API management, integration, cloud, SaaS, data, security, AI infrastructure, governance, or related enterprise technology solutions.
Strong understanding of enterprise software sales methodologies and complex sales cycles.
Demonstrated ability to recruit, coach, and retain top-performing sales talent.
Experience overseeing Sales Development/SDR performance and aligning SDR teams with Account Executives, Marketing, and Presales organizations.
Strong executive presence and communication skills.
Ability to operate effectively within a fast-paced, growth-focused environment.
Willingness to travel as needed.

Nice To Haves

Experience selling API management, integration platforms, AI infrastructure, AI security, or AI governance solutions.
Experience leading geographically distributed sales teams.
Familiarity with AI Control Plane concepts, AI governance, agentic AI, model and tool access, API governance, developer experience, compliance, and data sovereignty initiatives.
MBA or advanced business degree preferred.

Responsibilities

Directly manage, recruit, coach, and develop high-performing hunter Account Executives and manage the SDR Manager responsible for the regional SDR organization.
Establish shared accountability, execution standards, collaboration, and customer focus across Account Executive and SDR teams.
Conduct regular pipeline, deal, territory, and SDR performance reviews with Account Executives and the SDR Manager.
Create development plans for Account Executives and the SDR Manager to accelerate performance, leadership capability, and career growth.
Oversee onboarding, enablement, and ramp-to-productivity programs across the regional Sales and SDR organizations.
Foster a growth mindset and winning culture across both teams, ensuring clear handoffs and alignment from prospecting through deal closure.
Own net-new logo acquisition targets and associated revenue goals.
Develop and execute territory and market penetration strategies.
Own an integrated, scalable prospecting and pipeline generation motion across SDR and Account Executive activities.
Ensure consistent achievement of pipeline, bookings, and ARR objectives.
Identify whitespace opportunities and emerging market segments.
Drive sales strategies that position the Amplify Platform and AI Control Plane as the foundation for governed API and AI initiatives.
Establish forecasting discipline and maintain accurate sales projections.
Lead quarterly and annual business planning activities.
Monitor regional sales and SDR performance metrics, coach the SDR Manager, and implement corrective actions when necessary.
Set regional SDR priorities and performance expectations through direct management of the SDR Manager; align prospecting, lead qualification, handoffs, and pipeline development with Account Executive objectives.
Own SDR activity and conversion effectiveness, including prospecting productivity, meeting quality, lead-to-opportunity conversion, and pipeline contribution.
Partner with Marketing on campaigns, events, and demand generation initiatives.
Ensure effective use of CRM systems and sales methodologies.
Develop relationships with executive decision-makers within prospective accounts.
Support strategic sales opportunities and executive-level customer engagements.
Help customers define API modernization and AI adoption strategies that address security, policy enforcement, observability, compliance, data sovereignty, and governance at scale.
Position Axway against API management, AI security, and AI gateway competitors by articulating the business value of an enterprise AI Control Plane and unified governance approach.
Collaborate with Presales, Professional Services, Customer Success, Product Management, and Marketing teams.
Provide market feedback regarding customer needs, competitive trends, and product opportunities.
Support strategic initiatives designed to increase market awareness and growth.
Act as a key stakeholder in Amplify growth planning and execution.