Sales Director | SME & Corporate

AUTENTI

7d•Hybrid

About The Position

Autenti is a leading e-signature provider in Poland and a comprehensive trust service platform in the EU, compliant with eIDAS 2.0. We serve businesses across all segments, from SMEs to large enterprise clients in regulated industries. We are a fast-growing scale-up, recognized in the Financial Times FT1000 ranking. We are looking for an experienced Sales Director to lead our SME and Corporate Sales organization and play a key role in Autenti's next stage of growth. This role involves building a high-performing commercial organization, developing future sales leaders, driving predictable revenue growth, and continuously improving sales processes. The successful candidate will be responsible for delivering revenue targets while shaping sales strategy, implementing scalable processes, leveraging AI-powered sales tools, and collaborating closely with Product, Marketing, Customer Success, and RevOps.

Requirements

7+ years of experience leading B2B SaaS sales organizations.
Proven track record of owning significant revenue targets and consistently delivering business results.
Experience leading both New Business and Account Management organizations.
Strong coaching and people leadership skills.
Experience building and scaling high-performing sales teams.
Deep understanding of subscription business models (ARR, MRR, NRR, Churn, CAC, LTV).
Experience implementing Sales Operating Models, sales methodologies and CRM governance.
Strong analytical skills and experience using HubSpot (or Salesforce) together with BI tools.
Experience working closely with RevOps, Marketing and Product teams.
Demonstrated expertise in leading organizational transformation and change management initiatives.
Fluency in both Polish and English (C1/C2 level), with excellent verbal and written communication skills.

Nice To Haves

Practical experience using AI and automation to improve sales effectiveness is a strong advantage.
Excellent communication, negotiation and stakeholder management skills.

Responsibilities

Own quarterly and annual revenue targets for the SME and Corporate business.
Deliver predictable sales performance, pipeline growth and forecast accuracy.
Drive new customer acquisition while maximizing expansion opportunities within the existing customer base.
Lead, inspire and develop Sales Managers, Hunters and Farmers.
Recruit, onboard and retain top sales talent.
Build a high-performance culture based on accountability, coaching and continuous development.
Conduct regular performance reviews and succession planning.
Continuously improve the Sales Operating Model across all teams.
Standardize sales processes, qualification methodology, demo standards and pipeline governance.
Ensure CRM discipline and high-quality sales execution.
Create and drive the adoption of Sales Playbooks and best practices.
Improve conversion rates across the entire sales funnel.
Increase sales productivity and revenue per Sales FTE.
Reduce sales cycle length.
Improve forecast accuracy.
Monitor key commercial KPIs and implement corrective actions when needed.
Develop strategies for customer retention, expansion and cross-sell.
Ensure strong collaboration between Hunters, Farmers, Customer Success and Marketing.
Build long-term customer value while improving customer experience.
Drive adoption of AI-powered sales tools and automation.
Increase sales productivity by eliminating manual work.
Identify opportunities for process automation and continuous improvement.
Cooperate with AI and RevOps teams on implementing new technologies.
Partner with Marketing to improve lead generation and conversion.
Partner with Product to bring customer feedback into product development.
Partner with RevOps and Finance to improve reporting, forecasting and commercial insights.
Support Go-to-Market initiatives for new products and strategic launches.
Successfully implement new sales processes, incentive programs and operating models.