Director, Sales (Los Angeles)

Uniphore•Los Angeles, CA

2d•Remote

About The Position

Uniphore is seeking a Director, Sales to own and grow one of its largest enterprise relationships, specifically a global Insurance sector account with complex, multi-division operations. As the primary point of contact for this direct enterprise customer, you will be responsible for deepening the adoption of Uniphore's AI platform across their organization and expanding the account through renewals, upsell, and cross-sell. This role is driven by consultative, outcome-based account management, requiring the development of ROI-driven business reviews and the orchestration of cross-functional teams to act as the "CEO of the account." The goal is to track adoption, usage, and product trends to identify expansion opportunities and mitigate churn risk, while maintaining accurate forecasting and pipeline visibility.

Requirements

Proven success managing and expanding complex, high-value enterprise accounts in the insurance industry, including flagship customers with significant commercial scale and multiple lines of business.
10+ years in enterprise SaaS/technology account management or sales, with consistent quota/retention attainment.
5+ years managing C-suite relationships in F500/G2000 accounts.
Track record of growing accounts to $2M+ ACV / $10M+ TCV through renewals and expansion (not net-new acquisition).
Experience in AI/ML, SaaS, cloud, or data platforms; ideally within Insurance.
Mastery of MEDDPICC, Challenger, or Command the Message applied to account expansion motions.
Bachelor's degree.
Salesforce proficiency.
Based in or willing to relocate to Los Angeles, CA; willingness to travel as needed to support the account on-site.

Nice To Haves

Existing C-suite relationships in target technology.
Experience with partners like AWS, Snowflake, or Databricks.
A proven land-and-expand playbook.

Responsibilities

Own and grow a flagship strategic insurance account, expanding the relationship and footprint across new lines of business.
Build and execute a multi-year account strategy for the account (managed ARR $1M-$30M+).
Own the full account lifecycle — from onboarding and adoption through renewal, expansion, and negotiation.
Deliver $2M–$4M in expansion ARR annually through upsell, cross-sell, and whitespace identification.
Develop ROI-driven business reviews (QBRs) that earn continued executive/board-level sponsorship.
Orchestrate cross-functional teams (Solutions Engineering, Customer Success, Product, Legal) as the “CEO of the account”.
Track adoption, usage, and product trends to surface expansion opportunities and defend against churn risk.
Maintain accurate forecasting and pipeline visibility within the account through Salesforce.