Prophix has a real expansion opportunity in its existing customer base and the commercial motion to capture it is being built right now. As Director, Sales (North American Customer Sales), you will co-lead that build alongside a peer Director: designing the system, setting the standard, and developing a team of Customer Account Managers capable of having CFO and Controller-level conversations that drive meaningful expansion ARR. This is not a role for someone who wants to manage a mature, established function. It is a role for someone who has built one before and wants to do it again at a company where the product is strong, the customer base is real, and the opportunity to leave a visible mark is significant. What You Will Do • Design and implement the North American customer expansion commercial motion from the ground up - including account readiness frameworks, territory structure, joint account planning, and pipeline discipline - in close partnership with Sales and Customer Success leadership. • Assess every CAM against a clear commercial standard within your first 60 days - identifying development opportunities, building individual growth plans, and producing a documented talent strategy presented to the VP, Sales. • Coach CAMs toward CFO and Controller-level conversations through specific, skill-based development - not motivational management. Build a team where every rep has a clear development path and knows what good looks like at each stage of the motion. • Run weekly pipeline inspection with rigor - qualify deals in and out, hold a high bar for forecast accuracy, and build a team culture where pipeline honesty is non-negotiable. • Build and maintain joint account plans with Customer Account Managers across the highest-value accounts, surfacing expansion opportunities and aligning internal resources to customer outcomes. • Redesign territory and coverage models aligned to customer value and industry vertical - ensuring the team is structured to maximize expansion opportunity. • Partner with Customer Success, RevOps, and Sales leadership to align the commercial motion across functions, driving adoption and process consistency across teams that share accountability for customer outcomes. • Monitor retention signals across the customer base in partnership with Customer Success - sustainable expansion is built on a healthy retention foundation, and this role owns both. • Build systems that convert product usage data into a prioritized CAM activity queue - creating a motion that surfaces expansion opportunities proactively rather than reactively. • Own forecast accuracy to senior leadership - building the team discipline that delivers reliable, insight-driven revenue visibility on a consistent cadence. Requirements What You Will Bring We hire for potential as much as experience. If this role excites you but you don't check every box, we still want to hear from you. At Prophix, people who ask good questions, adapt quickly, and bring a fresh perspective often make the biggest impact. Required Qualifications • Proven track record managing a quota-carrying B2B SaaS sales team to expansion ARR targets, with individual rep accountability and a clear methodology for pipeline management and forecasting • Proficiency in Salesforce as a day-to-day sales management and pipeline tool • Experience using Gong (or equivalent) for call review, coaching, and revenue intelligence • Demonstrated ability to sell into or coach sales conversations with CFOs, Controllers, or Finance VPs in finance-adjacent software - FP&A, ERP, close management, or accounting • Demonstrated ability to use customer success platform data (ChurnZero, Gainsight, or equivalent) to identify expansion-ready accounts from product usage signals and translate those signals into commercial action • Active use of AI tools in daily sales management workflow - call prep, deal strategy, account research, and team enablement - with the ability to design AI-assisted workflows that expand team capacity • Must be legally entitled to work in Canada and able to travel to the United States as required • Willingness and ability to travel approximately 10% of the time • Must be legally entitled to work in the country where this role is located • Comfortable using AI tools responsibly to support tasks such as research, drafting, and data review • Able to learn new tools and adapt as technology and workflows evolve. • Curious, open to new approaches, and motivated to continuously improve. • Collaborative mindset when working across teams and with AI supported tooling. Preferred Qualifications • Experience working in PE-backed, mid-market SaaS environments • Hands-on experience designing territory and coverage models or leading a commercial motion redesign • Familiarity with Pendo or equivalent product analytics tool for usage-based account prioritization • Experience in a model where Customer Success and Sales share accountability for customer outcomes, with a structured handoff between adoption and expansion • MEDDIC, MEDDPICC, or Value Framework or Solution Selling certification • Experience selling across a multi-product portfolio in finance software - identifying the right product entry point based on the customer's pain rather than the product catalog • Experience using product usage data to trigger and prioritize commercial outreach - treating usage signals as the engine that drives sales activity, not just a reporting input What Success Looks Like 30 days: You know the product, the customer base, and every person on your team. You have a clear point of view on where the commercial opportunities are and what the team needs to capture them. 90 days: The account readiness and pipeline inspection processes are live. Territory and coverage redesign is underway. You're running weekly pipeline reviews with rigor and your team knows the standard you're holding. 6 months: Joint account plans exist for every strategic account. At least two CAMs have measurably improved their ability to lead CFO or Controller-level conversations. Expansion pipeline is growing on a foundation that didn't exist when you arrived. Benefits Compensation This role offers a competitive compensation package with a mix of salary and commission that exceeds the pay transparency requirements. The final compensation will be determined based on a variety of factors, including relevant skills, experience, location, an internal equity. What's Included for You? • Comprehensive health, dental, vision, and mental-health coverage • Retirement savings with employer contributions • Parental leave top-up • Annual wellness allowance • Generous paid time off including vacation and sick time • Education assistance and tuition reimbursement • Social events, team activities, and opportunities to build community • Opportunities to participate in Environmental, Social, and Governance (ESG) initiatives • Quarterly Town Halls and Kickoffs that bring teams together to celebrate wins, share updates, and look ahead at what's next Apply Now! If you're looking for a place where your work touches real products, real customers, and real decisions, and where your career can grow in the direction you choose. We would love to meet you. Apply and let's talk about what's possible.