[Hiring] Director of Sales @Zone & Co

Role Description

Under the direction of the VP of Sales, the Director of Sales leads a team of 7–8 Account Executives focused on high-velocity, mid-market ERP sales (30–60 day cycle). This U.S.-based, fully remote role supports our 250+ person global ERP/Fintech SaaS business. The manager is responsible for pipeline generation, ARR execution, and coaching reps through disciplined sales methodology (MEDDPICC), outbound rigor, and forecast accuracy to build a high-performing, accountable sales culture.

• Own North America Apps revenue performance, pipeline health, and forecasting accuracy
• Define and execute regional sales strategy aligned to company growth objectives
• Drive consistent attainment of team quota while improving productivity metrics (win rate, ACV, sales cycle, outbound conversion)
• Identify systemic process gaps and implement scalable solutions to improve performance
• Lead, develop, and scale a high-performing team of 7–10 AEs
• Establish a strong performance culture centered on accountability, clarity, and coaching excellence
• Build leadership bench strength through succession planning and internal talent development
• Maintain low regrettable attrition and high engagement across the team
• Partner with Talent Acquisition to recruit top-tier sales talent as the business scales
• Institutionalize disciplined pipeline generation and outbound operating rhythms (Top 40, new opp creation, activity standards)
• Ensure consistent MEDDPICC execution and deal inspection rigor
• Drive weekly forecast calls and pipeline reviews with data-backed accuracy
• Maintain excellence in CRM hygiene (Salesforce), Gong usage, and sales engagement platforms
• Champion best-practice sharing and continuous improvement across the org
• Partner with Marketing to influence campaign strategy, ICP targeting, and pipeline acceleration efforts
• Collaborate with RevOps to optimize Salesforce reporting, forecasting models, and performance dashboards
• Align with Enablement to design structured onboarding, ramp programs, and ongoing skill development
• Provide frontline market feedback to Product and leadership to inform roadmap and positioning

Qualifications

• 8+ years of experience in SaaS and technology sales, including:
• Proven success leading 7–10+ AEs through high-velocity SaaS sales cycles (30–60 days)
• Experience in ERP and/or the NetSuite ecosystem strongly preferred
• Demonstrated ability to scale sales teams in growth-stage SaaS environments
• Deep expertise in MEDDPICC, outbound pipeline creation, and deal inspection methodology
• Strong analytical and operational acumen with comfort leveraging Salesforce, Gong, and modern sales engagement platforms
• Executive-level communication skills with high emotional intelligence
• Experience partnering cross-functionally to influence GTM strategy and execution
• Thrives in fast-paced, performance-driven environments with a bias for action and accountability

Bonus If You Have

• Experience in the NetSuite ecosystem
• SaaS sales experience with <$100K ACV
• Prior experience as a Zone customer or partner

Benefits

• Fully paid parental leave
• Fully-covered, top-tier health insurance
• Unlimited vacation
• 100% remote work