Director, Sales - New Logo (Acquisition), North America

Required

• 7+ years of experience selling technology solutions or services in a recurring-revenue environment.
• 3+ years of sales leadership, sales management, or equivalent experience leading and developing quota-carrying sales professionals.
• Bachelor’s degree in Business, Technology, Marketing, or a related field.
• Equivalent combination of relevant education and professional experience will be considered.
• Demonstrated success building new logo pipeline and acquiring new customers through prospecting-led sales motions.
• Experience leading sales teams responsible for monthly, quarterly, and annual revenue or bookings targets.
• Experience actively selling alongside direct reports and supporting opportunity development, negotiation, and deal closure.
• Demonstrated experience using a structured sales methodology such as MEDDPICC or MEDDICC for qualification, deal inspection, and coaching.
• Experience managing sales forecasts, pipeline coverage, opportunity stages, and team-level commit processes.
• Experience with Salesforce or a comparable CRM platform.
• Strong understanding of recurring revenue models, including MRC and ARR, term-based agreements, discounting, and margin considerations.
• Experience coaching, setting performance expectations, evaluating results, and addressing performance gaps within a sales team.
• Ability to communicate effectively with technical stakeholders, business leaders, and executive decision-makers.
• Experience working cross-functionally with Sales Engineering, Marketing, Sales Operations, Customer Success, or similar teams.
• Experience selling managed hosting, managed cloud, dedicated servers, IaaS, MSP services, private cloud, or similar infrastructure solutions.
• Experience selling managed Windows, Linux, database, virtualization, or hyperconverged infrastructure solutions.
• Experience selling compliance-driven infrastructure supporting PCI, HIPAA, SOC, or similar requirements.
• Experience selling managed security solutions, including firewall, backup and disaster recovery, endpoint protection, EDR, or MDR services.
• Experience developing and executing competitive displacement or incumbent takeout strategies.
• Experience leading high-velocity mid-market sales teams managing multiple active opportunities and closes per representative.
• Experience selling to IT Directors, infrastructure leaders, technical founders, business owners, CFOs, and other technical or executive decision-makers.
• Experience building or expanding sales teams, territories, or go-to-market motions within a growing or evolving technology organization.

Key Performance Indicators

• Monthly, quarterly, and annual new logo MRC bookings attainment.
• Individual and team quota attainment.
• New logo revenue growth.
• Pipeline creation and pipeline coverage against quota.
• Forecast accuracy and consistency of weekly commit.
• Account Executive ramp time and time to first productive selling activity.
• Territory penetration and new account acquisition.
• Competitive displacement wins.
• Average deal value, recurring revenue, contract term, and margin quality.
• Attach and expansion opportunities involving private cloud, compliance, security, and managed services.
• Sales team retention, development, and performance progression.
• Salesforce data quality and sales process adherence.

Work Environment

The physical demands described here are representative of those that must be met by an individual to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population