Senior Director, Strategic Sales

Celigo

11d•$175,000 - $200,000•Remote

About The Position

Celigo is seeking a Senior Director, Strategic Sales to lead its Strategic Accounts Acquisition team and scale new-logo platform sales. The role leads and develops a team of 7 to 10 strategic account executives, builds a repeatable platform-selling approach, and drives measurable pipeline generation and sales execution. The position reports to the Head of NA Sales. The Senior Director will establish sales practices for platform deals, coach reps to lead strategic conversations with a clear point of view, and develop outbound, account-based, field-event, and partner-led pipeline programs. The role also ensures agents, MCP, and Ora are incorporated into strategic deals, collaborates with agentic specialists and cross-functional teams to move customer interest into production use, and provides field feedback to Product. This leader is accountable for forecast accuracy, pipeline inspection, capacity planning, and closing coverage gaps. They will use AI to improve research, coaching, outreach, and deal-risk visibility; pursue new segments and use cases such as Unified Commerce; and provide market feedback on pricing, including AI pricing. They will ensure customers are handed to Account Management and Customer Success with adoption plans that support long-term growth.

Requirements

At least 5 years of successfully managing a field sales team in a fast-growing B2B SaaS environment.
Proven success selling iPaaS or platform solutions across multiple departments to net-new customers, including large platform deals rather than point solutions.
A track record of building outbound pipeline as a measured, repeatable source.
Experience co-selling with strategic systems integrators, alliances, and a partner ecosystem to maximize customer value.
Strategic judgment aligned with broader company growth objectives and long-term outcomes.
Ability to sell a platform rather than a point integration and coach reps to communicate that value confidently.
Ability to measure pipeline sources and sales plays using win rate, conversion, and outcomes.
Curiosity about new markets, buyers, and technology, and adaptability as conditions change.
Bias for testing sales plays, segments, and messaging quickly and learning from results.
Ownership of sales results and team health, including willingness to engage in critical deals and resolve cross-functional barriers.
Interest in applying AI to sales leadership and selling; fluency or willingness to quickly develop fluency in agents and MCP.

Nice To Haves

Experience selling AI, agentic, or automation solutions.
Experience selling to mid-market and enterprise eCommerce, Unified Commerce, and/or fast-growing SaaS companies.

Responsibilities

Lead, coach, mentor, recruit, and develop a team of 7 to 10 strategic account executives to maximize subscription ARR within a defined region.
Build a high-performance team culture, address underperformance promptly, and step into critical deals or coverage gaps when needed.
Adapt and standardize the sales process for platform deals, including discovery, qualification, pitches, decks, and demos; refine it using field results and metrics.
Coach reps to sell with a point of view through confident storytelling, customer co-selling and referrals, in-person plays, and executive sponsorship.
Build a controlled, measurable new-logo pipeline through outbound prospecting, ABX programs with Marketing, AE- and manager-led field events, and engagement with strategic SIs, alliances, and partners.
Measure pipeline-generation plays, expand effective approaches, and discontinue ineffective ones.
Ensure AEs are fluent in agents, MCP, and Ora and use agentic capabilities to open platform deals; collaborate with agentic specialists, Customer Success, Professional Services, and partners to drive production use.
Share winning use cases, personas, and objections from the field with Product.
Scope partner deals as platform deals and hand customers to Account Management and Customer Success with clear adoption plans.
Own forecast accuracy by inspecting pipeline weekly, identifying risks early, maintaining accurate CRM data, and providing reliable forecasts to leadership.
Base capacity and hiring requests on pipeline supply.
Apply AI to surface deal risks and forecast gaps, accelerate account research and call coaching, and personalize outreach at scale.
Target new market segments, verticals, and use cases beyond Celigo's core business, including Unified Commerce, and anticipate changes in customer buying behavior related to market and AI developments.
Provide field perspectives on pricing, including AI pricing, and advocate for the team's needs.