The Work You'll Do:The Sales Director, Enterprise Account Management, reports to the VP of Sales and is responsible for leading a high-performing team of Enterprise Account Managers focused on driving growth within Sovos' existing customer base. This leader is accountable for delivering expansion revenue through cross-sell, upsell, strategic account planning, and executive relationship management while ensuring exceptional customer outcomes.
The Sales Director will recruit, develop, coach, and inspire a team of Account Managers responsible for expanding Sovos' footprint across enterprise customers. This role partners closely with Customer Success, Professional Services, Sales Engineering, Product Management, Marketing, and Renewals to maximize customer value, accelerate product adoption, and drive long-term customer growth. Success in this role requires a strategic sales leader with a passion for developing talent, building high performing teams, accurately forecasting business, and creating a culture of accountability, collaboration, and customer obsession.
Job ResponsibilitiesLeadership & Talent Development
- Recruit, hire, onboard, coach, and retain a high-performing team of Enterprise Account Managers.
- Establish a culture of accountability, collaboration, continuous learning, and execution excellence.
- Conduct regular one-on-one coaching sessions, opportunity inspections, pipeline reviews, and career development planning.
- Develop and execute performance improvement plans where appropriate while recognizing and rewarding high performance.
- Foster an inclusive, customer-first culture that reflects Sovos' values.
Business Leadership
- Lead the team to consistently achieve and exceed expansion revenue targets, Net Revenue Retention (NRR), and annual sales objectives.
- Drive strategic account planning across the portfolio to identify whitespace opportunities, product expansion, and executive engagement strategies.
- Ensure disciplined forecasting through CRM hygiene, pipeline management, and opportunity inspection.
- Monitor key business metrics including expansion ARR, pipeline coverage, forecast accuracy, customer penetration, and sales productivity.
- Inspect deals throughout the sales cycle and provide executive guidance on complex enterprise opportunities.
Customer Growth & Executive Engagement
- Lead the team in expanding existing enterprise customer relationships through cross-sell, upsell, and strategic growth initiatives.
- Build and maintain executive-level relationships with key customer stakeholders to strengthen long term partnerships.
- Partner with Customer Success and Professional Services to maximize customer adoption, business value, and retention.
- Support the team in navigating complex enterprise buying processes involving multiple business and technical stakeholders.
- Personally engage in executive-level customer meetings for strategic opportunities when appropriate.
Cross-Functional Leadership
- Partner closely with Customer Success, Professional Services, Product Management, Marketing, Renewals, Finance, and Sales Engineering to deliver an exceptional customer experience.
- Collaborate with Product and Executive Leadership to provide customer insights that influence product strategy and roadmap priorities.
- Drive alignment across internal teams to remove obstacles and accelerate customer success.
Operational Excellence
- Maintain accurate forecasting and pipeline visibility across the organization.
- Drive consistent execution of Sovos' sales methodology and opportunity qualification framework.
- Ensure data integrity within CRM and sales systems.
- Lead quarterly business reviews, territory planning, account planning, and business inspections.
- Continuously identify opportunities to improve sales processes, productivity, and operational efficiency.
Industry & Market Leadership
- Maintain deep knowledge of indirect tax, regulatory compliance, SaaS technology, and enterprise software trends.
- Represent Sovos at executive customer events, industry conferences, and strategic partner engagements.
- Build strong relationships with strategic consulting partners, system integrators, and alliance organizations that influence customer success.
Leadership Competencies
- Demonstrate integrity and ethical leadership in every interaction.
- Lead with accountability, resilience, and a continuous improvement mindset.
- Inspire high levels of engagement, collaboration, and performance.
- Foster innovation and encourage new approaches that improve customer and business outcomes.
- Promote a culture focused on customer success, operational excellence, and team development.
Qualifications - Bachelor's degree in Business, Information Systems, Accounting, Marketing, or a related field preferred.
- 7+ years of enterprise software sales experience, including experience selling complex SaaS solutions into Fortune 1000 organizations.
- 5+ years of successful leadership experience managing Enterprise Account Management or Enterprise Sales teams.
- Proven success leading teams responsible for expansion revenue, cross-sell, upsell, and strategic account growth.
- Demonstrated ability to recruit, coach, develop, and retain top-performing sales professionals.
- Strong executive presence with experience building C-level customer relationships. Experience leading accurate forecasting, pipeline management, and business inspections.
- Strong understanding of enterprise sales methodologies such as MEDDPICC, Challenger, or similar frameworks.
- Ability to manage multiple complex enterprise sales engagements simultaneously.
Preferred Experience selling one or more of the following:
- Tax automation and compliance software
- Enterprise SaaS platforms
- ERP applications and ecosystems (SAP, Oracle, Microsoft, Workday, or similar)
- Financial or regulatory technology solutions
Working knowledge of:
- Enterprise software architecture
- SaaS business models
- Financial systems
- Sales and Use Tax or global tax compliance
- Enterprise buying centers and procurement processes
Environmental Job Requirements and Working Conditions - Remote (United States)
- Up to 40-50% travel for customer meetings, executive business reviews, industry conferences, internal meetings, and strategic planning sessions.
- Ability to effectively utilize technology and collaboration platforms to lead distributed teams.
- Ability to communicate complex business and technical concepts to executive audiences.
What Does Sovos Offer You?The tools to enhance your life - because we want you to enjoy your life outside of work and inside!
- An opportunity to work with a global team
- Bi-Weekly Meeting Free Days!
- Mentoring Programs
- Globally recognised Training and Development programs
- Benefits
