Director, Sales

Billtrust US Careers

14d•$170,000 - $190,000•Remote

About The Position

The Director, Sales (Customer Sales) is responsible for leading and scaling a critical segment of our customer sales organization, driving revenue growth, customer expansion, and team performance across assigned segments or portfolios. This role balances strategic leadership with hands-on execution, owning sales outcomes while developing high-performing managers and individual contributors. The Director partners closely with senior sales leadership and cross-functional stakeholders to translate go-to-market strategy into repeatable execution, ensuring strong pipeline health, predictable forecasting, and exceptional customer outcomes.

Requirements

10+ years of progressive B2B sales experience, with a strong track record of driving revenue in complex, solution-based sales environments.
4–6+ years of experience leading sales teams, including direct management of managers and/or senior individual contributors.
Experience selling enterprise or mid-market software solutions; order-to-cash, payments, or financial technology experience is strongly preferred.
Proven ability to balance strategic thinking with hands-on execution in a fast-moving environment.
Strong coaching and leadership skills with demonstrated success developing high-performing teams.
Deep understanding of consultative, value-based selling motions and complex buying cycles.
Data-driven mindset with experience using performance metrics to guide decisions and improve outcomes.
Excellent communication and stakeholder management skills, with comfort engaging at the executive level.

Responsibilities

Lead and scale a team of Customer Account Executives and/or first-line managers, setting clear expectations around performance, accountability, and results.
Own revenue targets, pipeline health, and forecast accuracy across your assigned customer segment.
Establish and monitor KPIs to drive consistent execution, deal quality, and long-term growth.
Translate broader sales and company strategy into actionable plans for your team, balancing new growth, expansion, and retention.
Partner with senior sales leadership to refine territory design, account segmentation, and coverage models.
Drive execution of strategic account plans for priority customers, ensuring expansion opportunities are identified and pursued.
Provide hands-on leadership for complex, high-value deals, including deal strategy, executive alignment, and negotiation support.
Build and maintain relationships with senior-level customer stakeholders to strengthen partnerships and unlock expansion opportunities.
Ensure customer value is clearly articulated and aligned to business outcomes throughout the sales cycle.
Coach and develop sales managers and ICs through regular performance reviews, deal coaching, and career development planning.
Partner with Sales Enablement to reinforce strong discovery, value-based selling, and execution discipline.
Foster a high-performance, inclusive culture focused on accountability, collaboration, and continuous improvement.
Collaborate closely with Marketing, Product, Customer Success, and Finance to ensure alignment across messaging, offerings, and customer lifecycle execution.
Provide structured feedback from the field to influence product direction, pricing, and go-to-market initiatives.
Support change management and adoption of new tools, processes, and programs across the sales organization.
Monitor and understand performance trends across revenue, pipeline, conversion, and customer health.
Use data and insights to drive operational excellence including but not limited to CRM hygiene, pipeline generation and forecasting accuracy.
Operate and make decisions with intention and purpose.

Benefits

Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
Flexible Working Hours: We support your lifestyle- the results are what count.
Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.