Director, Sales

Fin • San Francisco, CA

3d • Hybrid

About The Position

Fin, now part of Salesforce, is seeking a Director of Sales to lead its North America New Business organization across SMB and Mid-Market. The organization includes Account Executives and front-line managers focused on new-logo acquisition and new-revenue growth. Reporting to the VP, NAMER Sales, this leader owns the region’s new-business strategy, operating plan, and results, and is accountable for building and running a high-performing, multi-layered sales organization.

The role is for a seasoned second-line sales leader who can hire and develop managers, inspire a large team, and work across functions to build efficient, repeatable, customer-centric sales processes. The Director will help shape and execute a value-led sales strategy and scale Fin’s North America new-business engine in the AI-first customer support market.

Requirements

• At least 5 years in a quota-carrying new-business individual-contributor role, with demonstrated success.
• Direct experience running strategic six- and seven-figure deals involving procurement, legal, security, and executive selling.
• At least 5 years of sales management experience, including 2 years in second-line leadership.
• Track record of building and scaling new-business organizations across multiple segments, combining velocity and strategic selling in SMB and/or Mid-Market.
• Demonstrated success developing and executing outbound sales strategies, ideally in a product-overlay or co-prime selling environment.
• Strong new-business sales acumen.
• Strong command of forecasting principles and a track record of accurate regional revenue forecasting.
• Experience developing go-to-market strategy and building and executing operational plans covering capacity, territory, quota, and headcount.
• Excellent written, verbal, presentation, and interpersonal communication skills, including executive-level communication.
• Proof of eligibility to work in the United States.

Nice To Haves

• Experience with Command of the Message and MEDDPICC.

Responsibilities

• Partner with the VP, NAMER Sales and senior leadership to define the North America new-business strategy across SMB and Mid-Market.
• Own segment planning, including territory and capacity design, headcount plans, quota setting, and resource allocation.
• Translate company goals into regional operating plans and tactics that account for market dynamics and the Fin opportunity.
• Hire, coach, and develop front-line Sales Managers, improving how they recruit, ramp, and manage Account Executives.
• Build a strong leadership bench and a culture of accountability, rigor, and continuous improvement.
• Own the regional new-business forecast and drive forecast accuracy and pipeline discipline across teams.
• Inspect pipeline health, deal progression, and conversion, and intervene in strategic deals when needed.
• Analyze sales metrics to identify trends, optimize processes, and improve productivity and win rates.
• Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy, pipeline generation, and customer experience.
• Represent NAMER New Business in company planning and align on goals, budgets, and investments.
• Maintain an understanding of customer needs, the competitive landscape, and market trends to help teams win.
• Ensure thoughtful customer handoffs to the Relationship Management team, keeping the customer experience a priority.

Benefits

• Eligible employees may participate in a corporate bonus program or receive sales incentive compensation; the sales incentive target is included in OTE.
• Stock in the form of Restricted Stock Units (RSUs) may be offered.
• Benefits and programs support health and wellbeing, family, time away from work, and financial future; offerings vary by location.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed