Director of Sales
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Job Description
Director of Strategic Sales leading a team at Clutch focused on credit unions. Responsible for pipeline generation and strategic account growth in a remote environment.
Responsibilities:
- Within 3 months, you will: Complete a full assessment of the strategic team — pipeline health, rep performance, deal quality, and territory coverage.
- Establish your weekly operating cadence: pipeline reviews, deal inspections, 1:1 coaching sessions, and forecast calls.
- Build relationships with every active strategic opportunity and co-sell on the top 5 deals in the pipeline.
- Understand Clutch's product suite, competitive landscape, and the credit union buying process at a deep level.
- Within 6 months, you will: Drive measurable improvement in pipeline generation, stage progression, and forecast accuracy across the team.
- Implement a rigorous deal inspection framework (MEDDPIC) and hold the team accountable to it weekly.
- Partner with Marketing and TruStage to build joint pipeline programs targeting top strategic accounts.
- Close at least 2 strategic deals alongside your reps, demonstrating the selling standard you expect.
- Identify and begin recruiting for any open seats or performance upgrades on the team.
- Within 9 months, you will: Have the team consistently operating at 3x+ pipeline coverage against quarterly targets.
- Deliver accurate, defensible forecasts within 10% variance.
- Establish yourself as the go-to executive sponsor on the largest strategic deals.
- Build a rep development program that accelerates ramp time and raises average attainment across the team.
- Contribute to GTM strategy — territory design, comp planning, account tiering, and segment-level go-to-market plays.
Requirements:
- 8+ years of B2B SaaS sales experience with at least 3 years in a front-line sales management role leading a team of 5+ AEs selling into enterprise or strategic accounts
- Proven track record of building, coaching, and developing high-performing sales teams that consistently exceed quota
- Direct experience managing $15M+ in collective team quota with deal sizes of $200K+
- A player-coach mentality — you can run a deal review and then jump on a call with a CIO and close
- Deep fluency in enterprise sales methodologies (MEDDPIC, Sandler, Challenger, or similar) and a track record of embedding them into team operating rhythms
- Strong pipeline management, forecasting, and deal inspection discipline — you manage by the numbers without losing the human element
- Experience selling into financial institutions, credit unions, or banking technology is strongly preferred
- Ability to recruit, hire, and retain top sales talent — you have a network and a reputation that attracts A-players
- Excellent executive presence — you are credible in front of credit union C-suites and can serve as an executive sponsor on strategic deals
- High ownership, high urgency — you set the pace for your team through personal accountability and visible effort
- Willingness to travel 30-40% for prospect meetings, team onsites, industry events, and partner engagements.
Benefits:
- Remote Flexibility: Enjoy the freedom of remote work from anywhere, balancing life and career seamlessly.
- Unforgettable Off-Sites: Twice a year, bond with colleagues in exciting destinations, fostering teamwork and fresh ideas.
- Paid Time Off: Enjoy flexible PTO days yearly for relaxation and rejuvenation.
- Stock Options: Joining us means having a stake in our success, so you'll receive stock options as part of your compensation package.
- Home Office Setup: Create your ideal workspace with a dedicated budget for home office essentials.
- Work Trip Budget: Grow personally and professionally with a budget for work-related trips and co-working.
- Health Coverage: Prioritize your well-being with comprehensive health and dental insurance plans.
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