Senior Director, Sales – ITSM

SolarWinds • Austin, TX

5d

About The Position

SolarWinds is seeking a Director / Senior Director, Sales – ITSM to lead global commercial sales and scale a high-velocity, data-driven go-to-market motion across North America, EMEA, LATAM, and APJ. The role leads three sales managers covering North America expansion, North America new business, and EMEA/APJ new and expansion sales.

The leader will drive growth through new-logo and expansion sales, stronger funnel execution, faster deal velocity, improved win rates, and repeatable team performance. This confidential search is for a leader who brings pace, operating discipline, and systems thinking. SolarWinds is in a transformation phase focused on operating rigor, measurable execution, and durable growth, giving the leader an opportunity to help shape how the business operates.

Requirements

• 10+ years of progressive B2B technology sales experience, including meaningful experience leading managers and commercial or mid-market sellers.
• Commercial or mid-market sales leadership experience, ideally in SaaS, IT operations, ITSM, or another recurring-revenue technology business with high-velocity sales cycles.
• Experience leading through sales managers and building consistent execution across multiple regions, teams, or time zones.
• Ability to diagnose underlying causes of funnel performance, distinguish symptoms from constraints, and translate analysis into practical actions, owners, and measurable follow-through.
• High motor and bias for action, with the urgency, resilience, and operating cadence to keep a fast-moving commercial team focused on priorities.
• A collaborative, team-oriented leadership style and a track record of coaching others, working cross-functionally, and scaling successful practices.
• Strong command of funnel metrics and sales operating disciplines, including qualification, conversion, velocity, win rate, expansion, forecasting, and pipeline inspection.

Nice To Haves

• Experience operating a global sales organization.
• Channel experience.
• Experience in a PE-backed or transformation-oriented environment where clear metrics, weekly operating rhythms, and continuous improvement are central to growth.

Responsibilities

• Own the commercial sales funnel end to end, from qualification through conversion, deal velocity, win rate, and expansion.
• Use funnel data to identify constraints, prioritize interventions, and take action with urgency.
• Operate a weekly global sales cadence that turns funnel findings into clear actions, accountable owners, and follow-through.
• Identify the behaviors behind strong performance, coach managers to scale those behaviors, and build them into the sales playbook.
• Lead according to Turn/River’s talent framework by bringing a high motor, working as a team across functions and geographies, and using systems thinking to diagnose performance.
• Build strategies for a high-velocity commercial sales motion that balance new-logo acquisition and expansion.
• Strengthen sales coverage, inspection, forecasting, and execution.
• Lead three sales managers responsible for North America expansion, North America new business, and EMEA/APJ new and expansion sales.

What This Job Offers

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