5+ years leading enterprise sales teams focused on business application software for F500 accounts
10+ years of combined individual contributor and management experience in enterprise sales
Proven track record in top-down selling to strategic stakeholders in emerging technology
Experience building sales functions from scratch, setting targets in undefined environments
Success in closing and coaching deals with annual contract values in the six and seven figure range
Ability to operate autonomously in a decentralized environment and set strategic direction
Demonstrated success in recruiting, developing, and retaining high-performing enterprise sales talent
Responsibilities
Lead and develop a team of 6-8 Strategic AEs for enterprise accounts
Actively participate in deals, providing executive sponsorship and strategic coaching
Maintain a culture of forecast discipline with high-quality pipeline reviews
Develop intentional account and territory plans in collaboration with the team
Recruit, mentor, and develop top sales talent toward high performance
Travel extensively to support field activities and team engagements
Benefits
Health, dental, and vision insurance for employees and dependents
Flexible paid time off and company holidays
401(k) retirement plan
Paid parental leave
Daily catered lunch in the San Francisco office
Commuter benefits for employees
Home office stipend to support remote work needs
Full Job Description
Director, Strategic Enterprise Sales
Hiring Manager: Krista Alderman
About the Role
Scribe's Strategic Enterprise segment is where we're planting our flag with the largest, most complex organizations in North America. You'll lead a team of 6-8 Strategic Account Executives selling Scribe's Specialized Intelligence platform to C-suite executives, VPs, and line-of-business leaders at F500 accounts. You run toward complexity: you can build account coverage strategy, get into deals when it matters, and build the kind of team that wins at the highest level.
What You'll Do
Lead and develop a team of 6-8 Strategic AEs focused on named enterprise accounts in North America, owning the team's pipeline, forecast, and revenue outcomes
Get into deals directly, providing executive sponsorship, coaching deal strategy, and helping the team navigate complex multi-stakeholder cycles involving legal, deal desk, and R&D
Build and maintain a culture of forecast discipline and deal hygiene, with consistent, high-quality weekly pipeline reviews that give the business real visibility
Develop account and territory plans in close partnership with your team, ensuring coverage is intentional and white space is pursued
Recruit, mentor, and retain top enterprise sales talent, with a clear point of view on what great looks like and how to develop people toward it
Travel extensively to support your team in the field. This is a hands-on role that requires presence
What We're Looking For
5+ years leading front-line enterprise sales teams selling business application software, with direct accountability for revenue in the F500
10+ years of combined IC and management experience in enterprise sales
Track record in emerging technology categories and top-down selling into strategic stakeholders
Has built a function from scratch, setting pacing and pipeline-generation targets in a new or undefined motion rather than operating an existing one
Has closed and coached deals with ACV in the six and seven figure range, and knows the difference between deal management and deal involvement
Operates with autonomy in a decentralized environment: sets direction, makes calls, and doesn't wait for the playbook to be handed down
Has recruited, developed, and retained high-performing enterprise sellers across the full talent lifecycle
Willing to travel extensively to support deals and team
Nice to have
Experience selling a horizontal platform into multiple verticals and buyer personas simultaneously
Existing relationships and credibility within F500 accounts in relevant verticals
Location
Fully remote. Open to candidates anywhere in the U.S.
Compensation
OTE range is $400,000-450,000. 60/40 split on base-to-variable with uncapped commission. All full-time employees receive equity in Scribe. Final offers depend on experience and scope.
Benefits
Health, dental, and vision insurance for you and your dependents
Flexible paid time off and company holidays
401(k)
Paid parental leave
Daily catered lunch (SF office)
Commuter benefits
Home office stipend
About Scribe
Scribe is a software company that provides data integration and migration solutions. The company's platform allows businesses to connect and integrate data from various sources, including cloud applications, databases, and file systems. Scribe was founded in 1996 and is headquartered in Boston, Massachusetts.
