Senior Sales Director
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Job Description
Senior Sales Director building high-performing sales teams and driving strategic-account revenue for North American energy market intelligence provider. Owning bookings, retention, pipeline, forecasting, and expansion.
Responsibilities:
- Build, lead, and develop a high-performing commercial team across account prospecting, account management, and sales operations
- Hire strong leaders and sellers and strengthen talent where needed
- Own outcomes across account prospecting, account management, sales operations, and strategic account development
- Set clear goals, delegate execution, and hold leaders and individual contributors accountable
- Set the annual sales plan and lead growth into new segments, accounts, and buying centers across energy and financial markets
- Drive pipeline generation and conversion in partnership with Marketing
- Personally support the largest strategic pursuits
- Partner with Product and Marketing on go-to-market for new data products, including positioning, packaging, pricing, and launch
- Own strategic account outcomes and align Sales, Account Management, Product, Marketing, and Advisory around account strategies
- Ensure strategic account plans address relationship maps, executive sponsors, whitespace, renewal risk, and expansion targets
- Set cross-sell and upsell goals and engage senior client executives
- Own retention and expansion outcomes, including gross renewal rate, net revenue retention, and expansion revenue
- Reduce churn and grow recurring revenue through the account management team
- Own sales operations outcomes, including pipeline visibility, forecast accuracy, and data quality
- Deliver accurate forecasts to the Chief Commercial Officer
- Design sales compensation with Finance and HR
- Ensure consistent sales methodology, playbooks, pricing guidelines, and deal approvals
Requirements:
- Bachelor’s degree required; MBA or advanced degree preferred
- 12–15 years of progressive B2B sales experience, including at least 5 years building and leading sales and/or account management teams
- Track record of hiring, developing, and retaining top sales talent and leaders
- Proven track record of driving revenue growth above plan through a team, with demonstrated growth in new bookings and recurring revenue
- Experience leading a sales operations function, with accountability for CRM, pipeline management, forecasting, and sales compensation
- Experience leading strategic or enterprise accounts with complex, multi-stakeholder buying processes
- Oil and gas, midstream, energy, or commodity market experience strongly preferred; experience selling data, analytics, research, or SaaS subscriptions a plus
- Strong executive presence with the ability to engage senior energy and financial leaders
- Advanced proficiency with Salesforce or HubSpot, Excel, and PowerPoint; experience with BI tools (e.g., Tableau, Power BI) a plus
- Proven ability to operate with urgency, manage competing priorities, and thrive in a rapidly evolving environment
- Demonstrated commitment to personal growth
- Willingness to travel up to 25–30% for client meetings and industry events
- Required completion of the two Predictive Index assessments
Benefits:
- Medical (with multiple plan options), Dental, and Vision Coverage with Company Contributions
- 401K with a 3% Company Match
- Flexible and Health Savings Account Options with Company Contributions
- EAP and Wellness Program
- Life and Accidental Death, Short- and Long-Term Disability Coverage
- Variable incentive (target): $75,000 – $90,000, tied to new bookings, net revenue retention, and strategic account expansion
- On-target earnings (OTE): $250,000 – $300,000
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