The RoleThe Sales Director owns the commercial relationship for a portfolio of enterprise accounts-from first conversation through closed deal and expansion. You'll lead complex, consultative sales cycles for mainframe modernization, selling to senior business and technical buyers (CIO, CTO, VP Engineering) where the decision involves many stakeholders, real risk, and long evaluation timelines.
This role partners closely with Delivery and our Sales Engineers. You own the deal; Delivery owns execution. Your job is to align customer goals, the Imogen platform, and our partner ecosystem into a credible path the customer trusts enough to commit to-and to keep that relationship healthy as engagements grow.
This is a senior, client-facing, quota-carrying role that combines commercial ownership, executive relationship-building, and the technical fluency to be credible in the room.
What You'll DoAs a Sales Director, you will be expected to:
- Own a portfolio of enterprise accounts and a revenue number, from pipeline generation through close and expansion
- Lead long, complex, multi-stakeholder sales cycles, building consensus across business and technical buyers up to the C-suite
- Develop account strategies that map customer modernization priorities to Imogen's capabilities and our partner ecosystem
- Partner closely with Delivery and Sales Engineering leadership on scoping, delivery planning, and expansion, ensuring what you sell is what we can deliver
- Build and maintain trusted relationships with senior executives, navigating high-stakes conversations and tradeoffs
- Run a disciplined, well-forecasted pipeline, and communicate risk and progress honestly to internal leadership
- Work with system integration partners to structure deals that set engagements up for durable, partner-led execution
- Represent Mechanical Orchard credibly in technical and business conversations, and bring field insight back to inform product and go-to-market strategy
What You'll Bring- A track record of closing complex, high-value enterprise deals with long sales cycles and multiple stakeholders
- Experience selling technical or platform products to senior technical buyers (CIO, CTO, VP Engineering)
- The ability to build credibility in technical conversations without overpromising
- Strong consultative selling skills-you diagnose before you pitch, and you sell outcomes rather than features
- Disciplined pipeline management and accurate forecasting
- Comfort operating in ambiguity, in a category where the buyer may not yet believe the problem is solvable
- Excellent communication and executive presence across seniority levels
Nice to have: experience in enterprise modernization, mainframe, or legacy systems; experience selling alongside delivery teams or system integrators; familiarity with consumption- or outcome-based commercial models.
We look forward to reviewing your application. Thanks!
