Summary
SalesDirector drives predictable net-new ARR growth and leads a high-performing team focused on acquiring new customers within the Payroll, HCM, and Workforce Management markets. This leader will play a central role in scaling our growth engine, elevating sales execution, and bringing a modern, process-driven GTM mindset to the organization.
This position owns the new-logo motion, guides a team of AEs, partners cross-functionally across Marketing, RevOps, Product, and CS, and helps shape our operating rhythm as we execute against our FY26 goals focused on growth, profitability, and scale.
Responsibilities
Lead and scale a high-impact new business sales team
- Hire, coach, and develop AEs to consistently achieve quota and pipeline targets
- Bring a process-centric mindset to forecasting, deal inspection, pipeline management, and account planning
- Establish a disciplined operating cadence aligned to our Revenue Architecture and GTM production lines
- Leverage a strong ecosystem of partners, resellers and alliances to drive demand, accelerate deal velocity and improve win rates
Drive predictable new customer acquisition
- Own monthly, quarterly, and annual new-logo ARR targets
- Build and refine repeatable sales motions that follow the Bowtie and SPICED frameworks
- Ensure consistent execution across discovery, mutual action plans, customer impact mapping, and competitive positioning
Partner cross-functionally
- Work closely with Demand Gen to shape ICP, messaging, and targeted campaigns
- Collaborate with Product to ensure field feedback informs the roadmap
- Partner with Customer Success to ensure seamless handoffs that drive fast time-to-impact and long-term retention
- Align with RevOps on territory design, compensation insights, forecasting models, and performance analytics
Elevate execution
- Drive a culture of accountability, urgency, and continuous improvement
- Model excellence in enterprise sales fundamentals, SPICED-style qualification, and value-based storytelling
- Identify bottlenecks in the revenue production line and work with GTM leadership to improve throughput, win rates, and cycle times
Qualifications
Required
- 8+ years of SaaS sales experience with at least 3 years leading quota-carrying teams
- Proven success scaling new-logo business in Payroll, HCM, HRIS, WFM, or adjacent enterprise software
- Strong command of sales methodology (SPICED, MEDDIC, Command of the Message, or similar)
- Demonstrated ability to create predictable pipeline and consistently hit ARR targets
- Excellent at coaching, talent development, leading through data, and creating high-trust/high-performance cultures
- Experience operating within a multi-product environment and selling to CFOs, HR leaders, and operational buyers
Preferred
- Experience selling into mid-market and enterprise segments
- Background working with PE-backed SaaS companies in transformation or scale-up phases
- Familiarity with revenue models, GTM motions, and the principles behind the Revenue Factory
Success Looks Like
- Team hitting or exceeding quota within first two quarters
- Clear, repeatable sales motions established and adopted
- Improved AE productivity, win rate lift, cleaner pipeline discipline
- Shorter cycle times and reliable forecasting
- Strong cross-functional alignment with Marketing, CS, Product, and RevOps
- Meaningful contributions to our FY26 growth plan and the long-term revenue architecture of the company