Role OverviewThis role drives net-new revenue growth across North America through strategic prospecting, pipeline development, and complex enterprise sales cycles focused on incentive compensation management (ICM) and commission software. The Senior Sales Director is responsible for owning a regional quota, building deep relationships with Revenue Operations and Finance buyers, and positioning Fullcast's platform as the definitive solution for commission and incentive management in the SaaS market.
Key ResponsibilitiesSales Execution & Pipeline Development- Own and achieve a defined annual quota for North America, with accountability for monthly and quarterly pipeline targets
- Prospect and develop new business opportunities through outbound outreach, partner referrals, and event-based pipeline generation
- Manage full-cycle enterprise sales from initial discovery through contract execution, typically involving 3-6 month sales cycles
- Maintain accurate CRM hygiene in Fullcast and other applicable tools, providing reliable forecasting data to leadership
Domain Expertise & Value Selling- Develop deep expertise in incentive compensation management, SPM (Sales Performance Management), and adjacent RevOps workflows to lead consultative sales conversations
- Position Fullcast's ICM capabilities against incumbent solutions (e.g., Xactly, Varicent, CaptivateIQ, Spiff) and articulate clear differentiation
- Deliver compelling product demonstrations, ROI analyses, and executive-level business cases tailored to Finance, RevOps, and Sales leadership buyers
- Stay current on competitive landscape, industry trends, and buyer pain points in the SaaS commission and territory management space
Relationship Management & Stakeholder Engagement- Build and maintain relationships with senior stakeholders including CFOs, VPs of Revenue Operations, and Sales Operations leaders
- Partner with Fullcast's Customer Success and Solutions Engineering teams to deliver a seamless buyer experience through evaluation and close
- Represent Fullcast at industry events, webinars, and customer roundtables to grow brand presence in the North American market
Strategy & Cross-Functional Collaboration- Provide field intelligence to inform product roadmap, competitive positioning, and go-to-market messaging
- Collaborate with Marketing on campaign effectiveness, content relevance, and target account strategy
- Contribute to sales process improvement, playbook development, and onboarding support for future team growth
Required Qualifications- 5-8 years of experience in B2B SaaS sales with a focus on enterprise or mid-market accounts
- Proven track record in incentive compensation management, sales performance management (SPM), or adjacent sales tech (e.g., CPQ, RevOps platforms)
- Demonstrated ability to meet or exceed quota in a competitive, complex software sales environment
- Strong proficiency in CRM tools (Salesforce or equivalent) and sales engagement platforms
- Experience navigating multi-stakeholder enterprise sales cycles involving Finance, RevOps, and executive buyers
- Excellent verbal and written communication skills, including executive presentation and negotiation
- Ability to work independently in a fully remote environment with a self-directed, results-oriented approach
Preferred Qualifications- 8-10 years of SaaS sales experience with direct focus on ICM, SPM, or commission management software
- Proven track record of 100%+ quota attainment for 3 or more consecutive years
- Existing relationships within the Revenue Operations, Finance, or Sales Operations buyer community in North America
- Experience selling against major ICM incumbents (Xactly, Varicent, CaptivateIQ, Anaplan, or similar)
- Bachelor's degree in Business, Finance, or a related field; MBA a plus
- Familiarity with Fullcast's platform or adjacent territory management and quota planning workflows
Physical Activities & Requirements- Finger Dexterity: Using primarily just the fingers to make small movements such as typing, picking up small objects, or pinching fingers together.
- Talking: Especially where one must frequently convey detailed or important instructions or ideas accurately, loudly, or quickly.
- Average Hearing: Able to hear average or normal conversations and receive ordinary information.
- Average Visual Abilities: Average, ordinary visual acuity necessary to prepare or inspect documents, products, or machinery.
- Physical Strength: Sedentary work; sitting most of the time with occasional walking. May stand, sits, lifts and bends intermittently throughout the day. Temperature variations can occur.
- Predictable Attendance is an essential duty of the position. Employees must work regularly scheduled shifts, during business hours.
Mental Activities & Requirements- Reasoning Ability: Ability to deal with a variety of variables under only limited standardization. Able to interpret various instructions.
- Mathematics Ability: Ability to perform basic math skills, use decimals to compute ratios and percentages, and to draw and interpret graphs.
- Language Ability: Ability to read a variety of books, magazines, instruction manuals, atlases, and encyclopedias. Ability to prepare memos, reports, and essays using proper punctuation, spelling, and grammar. Ability to communicate distinctly with appropriate pauses and emphasis; correct pronunciation (or sign equivalent); and variation in word order using present, perfect, and future tenses.
Working ConditionsPrimary work is non-manual, office-related. The company is fully-remote. Occasional travel to meetings or company on-site events may be required.
The pay range for this role is:
155,000 - 165,000 USD per year (Remote (United States))
190,000 - 210,000 CAD per year (Canada)
