Director - Sales (Hunter)
Role Overview
- Reporting to: CPG Business Head
- Industry Focus: Consumer Packaged Goods (CPG), Retail, Manufacturing, Industrial & Automotive
- Location: Dallas, New York, Chicago, or Atlanta preferred (other US locations considered for exceptional candidates)
- Work Model: Remote / Hybrid with regular travel across the US
- Experience Level: 15 - 20 years of enterprise B2B sales experience
About the Role
We are looking for an experienced enterprise sales hunter with a proven track record of independently originating and closing large, complex engagements in data, analytics, AI, and technology consulting services. The ideal candidate will bring an established network of senior business and technology executives within our target industries, leveraging these relationships to open doors, create qualified opportunities, and accelerate new business growth.
Key Responsibilities
1. New Business Acquisition & Large-Deal Hunting
- Identify, pursue, and win new enterprise clients across assigned industries and territories.
- Independently originate and close large, complex enterprise sales opportunities.
- Build a strong, self-generated pipeline through direct prospecting, executive engagement, and partner ecosystems.
- Own the complete sales cycle from initial qualification through commercial negotiation and closure.
2. Executive Network & Relationship Development
- Leverage an existing network of CIOs, CDOs, CDAOs, CTOs, CMOs, and business-unit heads to secure strategic executive conversations.
- Develop deep relationships across commercial, operations, manufacturing, supply chain, marketing, and technology functions.
- Continuously expand your executive network to support sustained new-business growth.
3. Strategic & Consultative Selling
- Engage senior leaders to understand their strategic priorities and digital transformation agendas.
- Identify opportunities where data, analytics, and AI can deliver measurable improvements in revenue and efficiency.
- Collaborate with consulting, solution, and delivery teams to develop differentiated proposals and business cases.
- Navigate complex enterprise buying cycles involving multiple stakeholders and procurement teams.
4. Technology & Partner Ecosystem Selling
- Leverage existing relationships within the Databricks, Snowflake, AWS, Microsoft Azure, and Google Cloud ecosystems to uncover joint opportunities.
- Partner with technology platforms on joint account planning, co-selling, and opportunity development.
5. Commercial & Pipeline Management
- Own and exceed assigned new-business bookings and revenue targets.
- Maintain accurate sales forecasts, opportunity qualification, and rigid CRM discipline.
- Lead commercial negotiations and ensure the smooth transition of new clients to account and delivery teams.
Qualifications
Required Qualifications
- 15-20 years of enterprise B2B sales experience in data, analytics, AI, cloud, digital transformation, or technology consulting services.
- Proven track record of personally originating and closing large enterprise deals, rather than solely supporting pursuits or managing inherited accounts.
- Demonstrated success in acquiring new enterprise logos and consistently achieving or exceeding sales targets.
- Vertical experience selling into at least one of the target industries: CPG, Retail, Manufacturing, Industrial, or Automotive.
- An actionable network of senior business and technology executives within target US enterprise accounts.
- Strong capabilities in consultative selling, negotiation, and commercial deal-structuring.
- Mobility to travel regularly across the US for client meetings and business development.
Preferred Qualifications
- Experience with leading global IT services, analytics consulting, or digital transformation organizations.
- Demonstrated success closing multimillion-dollar, multiyear consulting or technology services engagements.
- Proven ability to build new enterprise accounts with limited existing organizational presence.
- Established relationships with relevant technology partners, including Databricks and leading hyperscalers.
Core Skills
- Enterprise New-Logo Acquisition
- Large-Deal Origination & Closure
- Full-Cycle B2B Enterprise Sales
- Self-Sourced Pipeline Generation
- Executive Network Development
- Consultative & Value-Based Selling
- Data, Analytics & AI Services Sales
- Technology Partner Co-Selling
- Commercial Negotiation & Deal Structuring
- Territory Planning & Sales Forecasting
Key Performance Expectations
- Achievement of assigned new-business bookings and revenue targets.
- Acquisition of new strategic enterprise clients.
- Generation of qualified opportunities through independent prospecting and existing executive relationships.
- Development of a healthy, sustainable pipeline of high-value enterprise opportunities.
- Consistent forecast accuracy, commercial discipline, and personal accountability.
Ideal Candidate Profile
We are looking for a commercially driven, hands-on enterprise sales professional who thrives on opening new accounts, creating opportunities, and closing complex deals. You should bring strong executive relationships, deep industry expertise, and a demonstrated ability to convert your professional network into tangible business results.
Compensation & Benefits
- Total Compensation (CTC): $229,000 - $310,000 per year
- Inclusions: This range reflects total compensation, inclusive of base salary and Short-Term Incentive (STI) bonus.
- Placement Details: Final compensation within this range will be determined based on the candidate's geographic location, depth of experience, and alignment with required qualifications.
