Sales Account Director

Sovos Compliance•,

18d•Remote

About The Position

Sovos is building a dedicated overlay sales team for its growing portfolio of AI-native offerings, including financial orchestration, compliance automation, and intelligent invoicing. As one of the team’s first sellers, the Sales Account Director will help build the sales playbook and partner with account owners on existing Sovos accounts and new-logo pursuits to identify and close AI-native opportunities. The position involves category-creation selling: helping prospects understand the value and urgency of an AI-native approach to financial orchestration. The role carries a quota tied to opportunity progression from engagement through close. The Sales Account Director owns deal strategy across Finance, IT, Legal, and Procurement, builds C-suite relationships, develops ROI and payback-period cases, handles objections, and drives opportunities to a decision. The role partners with a sales engineer, who leads technical configuration and demos, while the Sales Account Director owns the business case and close. Customer and market feedback will inform how Sovos packages and positions its offerings and scales this sales motion.

Requirements

Demonstrated success selling SaaS or financial technology products into enterprise accounts.
A track record of closing deals with 6- to 7-figure ACV.
Ability to position AI/ML, data platforms, or workflow automation technologies at both business and technical levels, including AI-native solutions.
Deep financial acumen, including the ability to quantify ROI, articulate payback periods, and drive financial outcomes using AI-assisted workflows and business-case modeling.
Strong command of enterprise sales methodology, including account planning, multi-threading, and disciplined forecasting.
Comfort operating in an overlay model, joining opportunities through account owners rather than independently owning account relationships.
Ability to engage and influence executive stakeholders, build compelling business cases, and deliver ROI narratives to senior leaders.
Experience selling into large, global organizations across multiple regions.
Successful candidates must clear a background check and drug test upon hire due to client contractual obligations.

Nice To Haves

Comfort using AI tools to improve pipeline generation, customer insights, and deal progression.
Experience running structured sales processes using MEDDICC, CoM, or similar frameworks.

Responsibilities

Carry a quota tied to opportunity progression from engagement through close and own deal strategy across Finance, IT, Legal, and Procurement.
Build C-suite relationships, articulate ROI and payback periods, navigate objections, and drive opportunities to a decision.
Work with core account owners to identify AI-native opportunities within existing Sovos accounts.
Partner with new-logo account developers to bring AI-native offerings into net-new pursuits.
Partner with a sales engineer, owning the business case and close while the sales engineer owns technical configuration and demo delivery.
Educate prospects on the value and urgency of an AI-native approach to financial orchestration.
Help shape the qualification criteria, positioning, and sales plays for the team.
Provide customer and market feedback to improve the packaging and positioning of Sovos’s AI-native offerings and help set the commercial bar for scaling the sales motion.