Director of Sales

Responsibilities:

• **Own the number and pipeline: **Own the Americas number and pipeline end to end across new business, expansion, and renewals, with a forecast the executive team can plan against.
• **Lead a combined AE and AM team: **Run deal and account reviews, coach in the moment, and raise the standard of how the team qualifies, closes, and grows accounts.
• **Lead the biggest deals: **Stay hands-on in the largest, most complex opportunities, including multi-year GPU capacity commitments, and handle executive engagement and master service agreement negotiations with Legal and Finance.
• **Convert the hybrid funnel: **Work with Marketing and Product to turn product-led signups, target accounts, and inbound demand into qualified pipeline.
• **Protect and grow the base: **Give expansion and renewals the same rigor as new business, and mature how the region keeps and expands accounts.
• **Build the region: **Own the Americas go-to-market plan (segmentation, territories, target accounts), and hire, ramp, and put in place the playbooks and cadence the team runs on.
• **Be the voice of the market: **Bring competitive and customer insight from the field back to Product and Marketing.
• **Make the team more efficient with AI: **Look for ways to apply AI across the sales workflow, from prospecting to forecasting, so the team gets more done.

Requirements:

• 7+ years in quota-carrying B2B sales, including 3+ years as a frontline manager accountable for a team's number.
• A verifiable track record of consistently meeting and exceeding sales targets.
• Experience owning revenue beyond new business, including expansion and renewals.
• The ability to sell to technical buyers such as ML engineers and data scientists as well as executive and economic buyers, with credible fluency in the AI and machine learning stack (for example, training versus inference).
• Experience negotiating complex commercial agreements, including multi-year and master service agreements.
• Strong CRM and sales enablement discipline and rigorous forecasting, plus a habit of using AI tools to work more efficiently.
• A track record in an early-stage or high-growth environment where you built playbooks, and the self-direction to lead a remote team in a Slack-first, async culture.
• Successful completion of a background check

Preferred:

• Experience selling infrastructure or a consumption or usage-based model.
• Experience selling GPU cloud, AI infrastructure, MLOps, or cloud compute.
• Experience leading a combined new-business and account-management (expansion and renewal) motion.
• Experience running a sales motion on top of a self-serve or product-led funnel.