[Hiring] Sales Director @ThinScale Technology

Role Description

• Manage, coach, and develop a team of Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion.
• Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion.
• Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities.
• In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases.
• Drive a subscription/SaaS sales motion, from first conversation through onboarding coordination, renewal, and expansion.
• Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead.
• Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion.
• Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets.
• CRM hygiene and an understanding of the importance of data to the organisation.
• Continuously improve qualification and sales/account playbooks.
• Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management.
• Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership.

Qualifications

• Cybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain.
• Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles.
• Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers.
• Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline.
• Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets.
• Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry.
• Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes.
• Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets.
• Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales.
• Demonstrable ability to manage customer expectations.
• Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities.

Ways of Working

• Hands-on, practical and willing to execute as well as lead.
• Comfortable operating in ambiguity and helping shape the role as business needs evolve.
• Curious about new ways of working.
• Able to grow with the organisation and contribute at different stages of maturity.
• Collaborative in style, with a strong bias toward alignment across marketing, sales and account management.
• Customer-focused, commercially aware and motivated by creating measurable growth impact.
• Security First at the forefront of what we do.
• Comfortable in a fully remote environment.

Success Measures

• Increase revenue.
• Build an effective sales strategy and team.
• Strengthen pipeline generation and improve conversion across the sales funnel.
• Improve retention, renewals, and expansion within the existing customer base.
• Build a strong, capable team through coaching, accountability, and clear continuous performance management.
• Increase CRM discipline, forecast accuracy, and overall sales operating rhythm.
• Establish a clear go-to-market approach for enterprise sales and strategic account growth.