Director, Sales - Land

Poppulo•Denver, CO

10d•$150,000 - $175,000

About The Position

The Director of Sales - Land is a hands-on leader responsible for guiding SaaS sales teams focused on acquiring new enterprise customers. The role leads Account Executives, accelerates pipeline creation, and converts qualified opportunities into new-logo revenue. The Director partners with the VP of Sales on growth strategy, territory planning, and top-tier prospect engagement, while working closely with Customer Success, Marketing, and Product. The role also oversees sales performance, forecasting, customer handoffs, pricing integrity, and the development of the Land Sales team.

Requirements

At least 5 years of experience, including 3 years of successful sales leadership experience with US enterprise customers.
Proven ability to lead the enterprise sales process from prospecting through close.
Experience leading sales development teams, including inbound and outbound teams, and quota-bearing sales teams.
Experience with forecasting and territory planning.
Track record of managing remote, inside sales, and field sales teams.
Experience managing pipelines, territories, forecasting, and processes.
Familiarity with sales technology used in SaaS sales environments.
Analytical skills and excellent written and oral communication skills; fluent English.
Ability to leverage AI to improve team productivity and quality.
Ability to adapt and pivot quickly.
Operational knowledge of Microsoft 365, Salesforce, application programs, and current Internet technologies.
Expertise in the Internal Communications market.
Bachelor's degree or equivalent experience.

Responsibilities

Increase the velocity of new-logo deals, drive results, and remove roadblocks.
Collaborate with Customer Success, Marketing, Product, and other cross-functional teams.
Coach, develop, and manage the performance of the Land Sales team.
Manage daily sales activities and deliver key new-business sales metrics.
Improve prospecting, qualification, proposals, negotiation, and closing.
Help define and develop new-logo sales strategy and territory planning.
Partner with the VP of Sales to advance growth strategy, engage top-tier prospects, and drive new customer acquisition.
Set team objectives and establish key performance metrics.
Support special projects and participate in designing and implementing customer value programs and product launches.
Forecast bookings accurately using sales process stages, inspection, and judgment.
Build and maintain prospect and customer relationships, understanding their business objectives and needs.
Monitor industry trends and landscapes.
Report on market forces that affect strategic direction, buyer priorities, and budgets.
Partner with Customer Success and other teams to ensure effective handoffs from new-logo sales to customer onboarding.
Maintain pricing integrity within assigned sales accounts in accordance with corporate strategies.
Plan and coordinate team activities in alignment with organizational vision and goals.
Promote continuous improvement, agility, and resilience.
Provide reports with objectives, metrics, information, tools, and resources; identify blockers and communicate changes in priorities or focus.
Provide regular performance feedback and apply performance interventions when appropriate.
Support engagement and retention of direct reports and provide appropriate autonomy.
Facilitate career-development conversations and collaborate on development plans.