Director, Sales

What's the opportunity?

The role will lead Fin’s New Business organization in North America, a team of Account Executives and their front-line managers responsible for new logo and new revenue growth across the SMB and Mid-Market segments. Reporting to the VP, NAMER Sales, this person owns the new business strategy, operating plan, and results for the region, and is accountable for building and running a high-performing, multi-layered sales organization.

We are looking for a seasoned second-line leader who excels at hiring and developing sales managers, inspiring a large team, and partnering cross-functionally to build efficient, repeatable, and customer-centric sales processes. This leader will play a central role in shaping and executing our value-led sales strategy and in scaling the NAMER new business engine.

For this big challenge, we are looking for an innovative, agile, and resilient Sales Leader to help us write the next chapter in the AI-first customer support space.

What will I be doing?

• Sales Strategy & Planning:
• Partner with the VP, NAMER Sales and senior leadership to define the new business strategy for North America across SMB and Mid-Market.
• Own segment planning: territory and capacity design, headcount plans, quota setting, and resource allocation across teams.
• Translate company goals into regional operating plans and tactics that reflect market dynamics and the Fin opportunity.
• Leading Leaders:
• Hire, coach, and develop a team of front-line Sales Managers; raise the bar on how they recruit, ramp, and manage their Account Executives.
• Build a strong leadership bench and a culture of accountability, rigor, and continuous improvement.
• Pipeline, Forecasting & Execution:
• Own the regional new business forecast; drive forecast accuracy and pipeline discipline across all teams.
• Inspect pipeline health, deal progression, and conversion, and intervene on strategic deals where needed.
• Analyze sales metrics to identify trends, optimize process, and improve productivity and win rates.
• Cross-Functional Collaboration:
• Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy, pipeline generation, and a seamless customer experience.
• Represent NAMER New Business in company planning and ensure alignment on goals, budgets, and investments.
• Customer Focus:
• Maintain a deep understanding of customer needs, the competitive landscape, and market trends to help teams win.
• Ensure customers are handed off to the Relationship Management team thoughtfully, always keeping the customer experience top of mind.

What skills do I need?

• 5+ years in a quota-carrying new business IC role with proven success. Must demonstrate direct experience running strategic deals 6 and 7 figure deals (involving procurement, legal, security, executive selling)
• 5+ years of sales management experience.
• Track record of building and scaling new business organizations across multiple segments with a mix of velocity and strategic selling (SMB and/or Mid-Market)
• Demonstrated success developing and executing outbound sales strategies, ideally within a product overlay or co-prime selling environment.
• Exemplary new business sales acumen; experience with Command of the Message and MEDDPICC a plus
• Strong command of forecasting principles and a track record of accurate revenue forecasting at the regional level
• Experience developing GTM strategy and building and executing operational plans (capacity, territory, quota, headcount)
• Excellent communication skills across a variety of mediums (written, verbal, presentation, interpersonal), including executive-level communication

*Proof of eligibility to work in the United States is required.

The OTE salary range for candidates within the Greater Chicago Area is $372,600-$445,050. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

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