Director Sales

CAE•Orlando, FL

5d•Hybrid

About The Position

Lead and scale a high‑performance, hunter‑led new business sales organization focused on net‑new customer acquisition, platform penetration, and share growth across North America. Define and execute the new business sales strategy and go‑to‑market motion, converting targeted accounts into profitable, long‑term customers. Direct and coach Regional Sales Managers (RSMs) and Territory Sales Representatives (TSRs) by establishing operating cadence, performance standards, and a results‑driven coaching culture. Drive disciplined prospecting, territory and account planning, and executive‑level engagement to win complex, competitive sales pursuits. Own end‑to‑end new business performance, including pipeline health and velocity, forecast accuracy, conversion rates, and competitive displacement. Partner cross‑functionally to accelerate growth and remove barriers, including: Marketing: ICP definition, segmentation, campaign strategy, lead management, and ABM/field activation. Product and Solutions/Engineering: translating customer needs into differentiated value propositions and win themes. Revenue Management and Finance: structuring competitive and profitable deals with disciplined margin and risk governance. Operations, Legal, and Delivery/Implementation: leading pursuit orchestration (bid reviews, Win Room, approvals), ensuring accurate scoping and resourcing, and driving clean handoffs from close to implementation. Ensure rigorous CRM adoption, metric‑driven decision making, and continuous performance improvement. Develop, retain, and deploy top sales talent; serve as a senior leader representing the business with customers, industry partners, and internal stakeholders.

Requirements

Bachelor’s degree or equivalent education.
8–12 years of progressive experience in B2B sales, new business acquisition, or revenue growth roles.
Demonstrated experience leading and developing sales managers and frontline sales teams.
Proven ability to build and execute go‑to‑market strategies focused on net‑new customer acquisition.
Strong analytical, forecasting, and pipeline management skills.
Experience collaborating cross‑functionally with Marketing, Product, Finance, Operations, and Legal teams.
Proficiency using CRM systems and sales performance metrics to drive decision making.

Nice To Haves

Experience leading enterprise or complex solution sales in competitive markets.
Demonstrated success driving account‑based selling or field‑led growth motions.
Experience selling multi‑stakeholder, high‑value solutions with long sales cycles.
Ability to engage effectively with senior executives and C‑level stakeholders.

Responsibilities

Lead and scale a high‑performance, hunter‑led new business sales organization focused on net‑new customer acquisition, platform penetration, and share growth across North America.
Define and execute the new business sales strategy and go‑to‑market motion, converting targeted accounts into profitable, long‑term customers.
Direct and coach Regional Sales Managers (RSMs) and Territory Sales Representatives (TSRs) by establishing operating cadence, performance standards, and a results‑driven coaching culture.
Drive disciplined prospecting, territory and account planning, and executive‑level engagement to win complex, competitive sales pursuits.
Own end‑to‑end new business performance, including pipeline health and velocity, forecast accuracy, conversion rates, and competitive displacement.
Partner cross‑functionally to accelerate growth and remove barriers, including: Marketing: ICP definition, segmentation, campaign strategy, lead management, and ABM/field activation. Product and Solutions/Engineering: translating customer needs into differentiated value propositions and win themes. Revenue Management and Finance: structuring competitive and profitable deals with disciplined margin and risk governance. Operations, Legal, and Delivery/Implementation: leading pursuit orchestration (bid reviews, Win Room, approvals), ensuring accurate scoping and resourcing, and driving clean handoffs from close to implementation.
Ensure rigorous CRM adoption, metric‑driven decision making, and continuous performance improvement.
Develop, retain, and deploy top sales talent; serve as a senior leader representing the business with customers, industry partners, and internal stakeholders.