DescriptionThe Director of Sales leads a distributed team of nine Account Executives based in Europe and Colombia, selling IT services to clients across Europe and the Americas. Based in the United States, the role owns the team's bookings and revenue attainment, the discipline of day-to-day sales execution, and the development of the Account Executives who deliver it.
This is a hands-on leadership role. The Director of Sales turns company go-to-market priorities into territory and account plans, inspects pipeline and forecast weekly, coaches Account Executives through complex services pursuits, and engages directly in strategic deals - working closely with Marketing, Presales, Delivery, Recruiting, Finance, and Legal.
TeamMarketsLocation & Travel9 Account Executives
(Europe and Colombia)
Europe and the Americas
IT and technology services
United States
Up to 25%, incl. international
KEY RESPONSIBILITIESRevenue & Sales Execution
• Own quarterly and annual bookings and revenue targets for the team.
• Drive new logo acquisition and account expansion across Europe and the Americas.
• Engage directly in strategic, competitive, and at-risk pursuits through to close.
• Ensure Account Executives sell business outcomes and value, not resources and rates.
Team Leadership & Development
• Lead, coach, and develop nine Account Executives across countries and time zones.
• Set clear activity, pipeline, and attainment expectations for each seller.
• Run weekly one-on-ones, deal coaching, and reviews; act quickly on underperformance.
• Participate in hiring, onboarding, and ramp planning for new Account Executives.
• Build a consistent operating rhythm, cadence, and standards across both regions.
Pipeline & Demand Generation
• Ensure every Account Executive maintains pipeline coverage to support quota.
• Set and enforce prospecting expectations and a culture of self-generated pipeline.
• Partner with Marketing on regional campaigns, events, and outbound programs.
• Inspect pipeline quality, stage progression, aging, and conversion in weekly reviews.
Forecasting & Sales Operations
• Deliver an accurate, timely weekly and monthly forecast to leadership.
• Enforce CRM discipline: stage, value, close date, and next steps always current.
• Support territory design, account assignment, and quota planning with Finance.
• Provide input on pricing, rate cards, and commercial terms for individual deals.
Cross-Functional Collaboration
• Validate staffing feasibility, timelines, and margin with Delivery and Recruiting.
• Work with Presales on proposals, estimates, and technical positioning.
• Coordinate with Finance and Legal on master agreements, SOWs, and terms.
HOW SUCCESS IS MEASURED• Quota attainment by team and by seller; share of sellers at or above quota
• New logo bookings and revenue; expansion revenue within existing accounts
• Pipeline coverage, quality, and share of self-generated pipeline
• Forecast accuracy, win rate, and average sales cycle length
• Account Executive ramp time, retention, and CRM discipline
Requirements• 8+ years in B2B sales, including 3+ years managing quota-carrying sellers.
• Experience selling IT services - software, data, cloud, or managed services.
• Consistent record of meeting or exceeding team revenue and bookings targets.
• Experience leading distributed sales teams; Europe and/or LatAm preferred.
• Strong command of pipeline management, forecasting, and territory planning.
• Proficiency with CRM platforms (Salesforce, HubSpot, or similar) and sales analytics.
• Excellent communication, negotiation, and presentation skills in English.
• Based in the US with work authorization; able to travel internationally.
PREFERRED QUALIFICATIONS• Experience with nearshore delivery, staff augmentation, or managed services.
• Knowledge of services economics: margin, utilization, and rate cards.
• Experience opening new territories or accounts in European and the Americas markets.
What We Offer- Real flexibility. Real balance: Competitive PTO + strong health coverage so you can actually disconnect.
- Work that challenges you (in a good way): Global projects. Complex problems. Zero "maintenance-only" roles.
- Build your AI edge: Access to AI-driven projects, upskilling opportunities, and certifications that keep you ahead of the curve.
- A team you'll actually learn from: Collaborate with top-tier engineers across LATAM, Europe & the US.
- Remote-first, no friction: Work where you perform best-with the structure and trust to deliver.
- Grow fast, not just stay busy: Exposure to modern tech, cross-functional teams, and real career paths.
