Sales Director, Commercial
About The Position
The Commercial Sales Manager is a frontline sales leader responsible for driving new-logo growth and customer expansion across Talkdesk’s Commercial segment. The role manages eight direct-selling Account Executives and one Inside Sales Representative/Account Manager, with accountability for bookings, pipeline generation, forecast accuracy, sales execution, and talent development. The leader drives Talkdesk’s Customer Experience Automation (CXA) strategy, helping the team connect AI, automation, and CCaaS to measurable customer business outcomes. The role involves coaching and developing sellers, maintaining a strong focus on new-logo acquisition while pursuing customer expansion, managing sales execution and forecasting, engaging in strategic opportunities, collaborating with cross-functional teams, and recruiting and retaining talent. The role requires travel as needed, up to 50%, and is primarily performed in an office environment with computer-based work.
Requirements
- BA/BS degree or equivalent professional experience.
- 7–10+ years of B2B technology sales experience; SaaS, CCaaS, CX, AI, or related cloud technologies are preferred.
- 4+ years of frontline sales management experience leading quota-carrying sales teams.
- Proven success achieving bookings targets and driving new-logo acquisition and pipeline generation.
- Strong coaching capabilities across discovery, value selling, executive engagement, competitive positioning, negotiation, and closing.
- Strong command of pipeline management, forecasting, territory planning, and sales operating rhythms.
- Ability to translate AI and technology capabilities into measurable customer business outcomes.
- Strong Salesforce proficiency and a data-driven approach to managing sales performance.
- Excellent leadership, communication, presentation, and executive engagement skills.
- Strong hunter mentality with a bias toward action, accountability, and winning.
- Ability to travel as required, up to 50%.
Nice To Haves
- Experience selling or leading teams selling AI, automation, CCaaS, CX, or transformational SaaS solutions.
Responsibilities
- Lead, coach, and develop a team of Commercial Account Executives and an Inside Sales Representative/Account Manager to achieve bookings, pipeline, and growth targets.
- Drive the CXA sales strategy, positioning AI, automation, and CCaaS in relation to customer business challenges and desired outcomes.
- Focus on new-logo acquisition while driving expansion and cross-sell opportunities among existing customers.
- Conduct weekly one-on-ones, pipeline reviews, forecast calls, and deal strategy sessions focused on opportunity progression, pipeline creation, qualification, and closing plans.
- Own forecast accuracy and provide leadership with visibility into commit, upside, pipeline coverage, deal risks, and actions needed to achieve targets.
- Coach sellers on discovery, value-based selling, executive engagement, competitive positioning, negotiation, and closing strategy.
- Build a pipeline-generation culture through AE prospecting, SDR collaboration, partners, Marketing programs, and account-based strategies.
- Engage in strategic opportunities and help sellers navigate complex buying committees, competition, pricing, procurement, and executive alignment.
- Partner with SDR, Marketing, Solutions Engineering, Channel, Customer Success, and Professional Services to create pipeline, accelerate deals, and deliver a strong customer experience.
- Drive disciplined use of Talkdesk’s sales methodology, qualification standards, Salesforce hygiene, and key sales KPIs.
- Recruit, onboard, develop, and retain high-performing Commercial sales talent.
- Model and reinforce Talkdesk’s FAST behaviors: Focus, Accountability, Speed, and Tenacity.
Benefits
- Medical, dental, vision, life, and disability insurance
- Employee Assistance Program (EAP)
- 401(k) plan
- Uncapped paid time off for exempt employees, subject to manager approval and business needs
- Accrual-based paid time off for non-exempt employees, subject to manager approval and business needs
- 14 paid holidays each year
- Equity and short-term bonus or commission incentives may be available based on level and role
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What This Job Offers
Job Type
Full-time
Career Level
Manager
