The OpportunityThis Director of Enterprise Sales role owns the full sales cycle across a mix of net-new accounts, including prospecting and closing, primarily focused throughout the United States. This role owns everything from outbound strategy and account penetration through discovery, solution alignment, executive presentations, commercial negotiation, and close.
You'll own a quota, build and execute account plans, and partner closely with the Director of Global Sales to refine ICP, messaging, and territory strategy. You'll succeed if you're energized by building in a fast-growing environment, can operate at both strategic and tactical levels, and enjoy selling sophisticated AI solutions across a range of deal sizes and buyer types.
What You'll Do- Own a quota and close complex, multi-stakeholder enterprise deals typically $500K-$1M+ ARR to land, with clear expansion paths to multi-million-dollar accounts.
- Own outbound prospecting and pipeline generation across a defined set of target accounts, supported by a dedicated business development team plus technical sales and revenue operations.
- Build and execute account plans for targeted enterprise accounts.
- Lead discovery and value-based selling: quantify ROI, align to business priorities, and build executive-level consensus.
- Run high-impact executive meetings with CFOs, CPOs, CIOs, and CEOs depending on the account.
- Partner with the VP, Strategic Partnerships to refine ICP, messaging, and territory strategy.
- Use enterprise sales best practices: MEDDICC (or similar), forecasting cadence, pipeline reviews, and mutual close plans.
- Personalize outreach at the VP and C-level with relevant business context and messaging.
- Coordinate with Customer Success to drive expansions and maintain best in class NRR.
What We're Looking For- Working fluency in source-to-pay and the procurement/finance operating landscape. You can credibly discuss contracts, invoices, spend, and sourcing with CPOs and CFOs, and you know where platforms like Ariba, Coupa, and CLM tools sit in the stack.
- Extensive network of enterprise C-levels
- Ability to source new networks through conferences, social networking and prospecting.
- 10+ years in B2B or enterprise AI technology sales, with a track record of both prospecting and closing.
- Demonstrated success closing large, complex deals ($10M+ enterprise) and/or $1M+ deals in a startup or scale-up environment.
- Comfort operating across both enterprise and startup buying motions; experience in both is ideal given Terzo sells into enterprise accounts.
- Experience engaging and booking meetings with VP through C-level executives (CFO, CIO, CPO, CEO) within enterprise organizations.
- Familiarity with structured sales methodologies (MEDDICC, Challenger, SPIN).
Ways of Working- High ownership mentality with accountability for pipeline and revenue outcomes.
- Clear, direct communicator, able to engage technical and non-technical audiences at senior levels.
- Comfort operating in ambiguity with evolving priorities.
- Self-directed and organized; comfortable managing multiple priorities with minimal oversight.
- Energized by building in a fast-moving environment where you run the system hard and feed learnings back.
Why Terzo- A defined, modern sales system and stage-gated process, business-case tooling, and proof assets that you'll run, pressure-test, and sharpen with real field input.
- High-impact role with direct influence on customer outcomes and company direction.
- Solve complex, meaningful problems spanning data, AI, and enterprise operations.
- Close collaboration with the VP, Strategic Partnerships and other senior leaders.
- Clear runway for growth as the customer base, platform, and company scale.
Benefits & Perks- Competitive base salary, sales quota, and employee stock option plan
- 100% premium paid medical, dental, and vision coverage for self, spouse, and family
- 401(k) with 3% employer contribution of salary
- Flexible work arrangements and generous PTO
