Sales Account Director

Sovos Compliance•,

8d•Remote

About The Position

Sovos is hiring an early member of a dedicated overlay sales team for its AI-native offerings, which span financial orchestration, compliance automation, and intelligent invoicing. The Sales Account Director partners with account owners on existing Sovos accounts and new-logo pursuits to identify and close opportunities across the portfolio. This category-creation role involves helping prospects understand the value and urgency of an AI-native approach to financial orchestration while contributing to the team's sales playbook and commercial approach. 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 executive relationships, and makes rigorous ROI and payback-period cases. They partner with account owners and a sales engineer counterpart, who handles technical configuration and demo delivery, while they lead the business case and close. Customer and market feedback will inform how Sovos packages and positions its AI-native offerings.

Requirements

Demonstrated success selling SaaS or financial technology products into enterprise accounts.
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.
Strong financial acumen, including quantifying ROI, articulating payback periods, and driving 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 ROI narratives, and sell to 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 with structured sales processes such as MEDDICC, CoM, or similar frameworks.

Responsibilities

Carry a quota tied to opportunity progression from engagement through close.
Own deal strategy across Finance, IT, Legal, and Procurement.
Build C-suite relationships, articulate ROI and payback periods, address objections, and drive opportunities to a decision.
Identify AI-native opportunities in existing Sovos accounts with core account owners and partner with new-logo account developers on net-new pursuits.
Partner with a sales engineer counterpart, owning the business case and close while the counterpart owns technical configuration and demo delivery.
Educate prospects on the importance of an AI-native approach to financial orchestration and help shape qualification criteria, positioning, and future sales plays.
Bring customer and market feedback into how Sovos packages and positions its AI-native offerings.