Openprise

Director, Sales

San Mateo, CA
Full Time
Sales
Manager/Supervisor

About Us

We are the pioneers in delivering the first end-to-end data automation cloud for RevOps, making data management and automation simple for the growing organization that is Revenue Operations! We're on a mission to redefine how businesses harness data to supercharge their marketing and sales efforts. Our innovative, no-code platform is the backbone of this ops-led transformation.

The Role:

We are seeking an experienced Director of Sales to lead and scale our new sales team, focused on selling to companies with 1,000+ employees. This person will be responsible for driving new Annual Recurring Revenue (ARR) growth through a team of high-performing Enterprise Account Executives.  The ideal candidate has a proven track record of managing complex enterprise SaaS sales cycles, closing $150k+ ACV deals, and coaching teams to exceed quota in a fast-paced, evolving start-up environment consistently.  Having experience selling RevOps, Data Automation, or adjacent GTM tech stack products is a bonus, but not required. 

In this role, you will lead from the front and leverage your experience to help your team identify new business opportunities, drive sales cycles from lead generation to closing, and deliver value-driven conversations that resonate with executives.  You will work closely with your sales leadership peers (SDR, SE, and Channel) and marketing teams to help your team tailor solutions that meet the unique needs of each prospect.

THIS IS NOT A REMOTE POSITION. THE POSITION IS BASED IN SAN MATEO, CA. QUALIFIED CANDIDATES MUST BE ABLE TO COMMUTE TO OUR OFFICE AT LEAST TWICE A WEEK.

Key Responsibilities:

  • Hire, lead, and develop a team of Enterprise AEs
  • Own the team’s sales pipeline and forecast, ensuring consistent execution against quarterly and annual ARR goals
  • Support reps through the full sales cycle: discovery, value articulation, multi-threading, negotiation, and close.
  • Implement best practices for enterprise sales, including value-based solution selling methodologies.
  • Coordinate with SDR and DemandGen leadership on an Account-based Sales (ABS) outbound effort.
  • Work closely with the Solutions Engineering and Customer Success teams to ensure that prospects receive technical solutions that effectively solve their business problems.
  • Partner with the Events team to support pipeline development through strategic field and digital events, and ensure reps are enabled to capitalize on those opportunities.
  • Collaborate with Product Marketing to build effective training content on product positioning, use cases, and the evolving competitive landscape.
  • Partner cross-functionally with Marketing, Product, and RevOps to refine our ICP, GTM strategy, and value messaging.
  • Drive data hygiene, sales process adherence, and accurate pipeline reporting within Salesforce.
  • Develop repeatable playbooks and onboarding programs for scaling the team.
  • Stay close to the market, bringing insights from the field back into the business.

Requirements:

  • 7+ years in enterprise SaaS sales, with at least 3 years in a leadership role.
  • Previous experience at a Series B-D B2B SaaS startup or fast-scaling enterprise tech company.
  • Proven experience managing teams that sell $150k+ ACV deals into complex, multi-stakeholder environments.
  • Deep understanding of enterprise sales cycles (6-12+ months), including experience with procurement, legal, and compliance.
  • Track record of exceeding team revenue targets in high-growth SaaS environments.
  • Strong command of solution-selling frameworks.
  • Excellent coaching, forecasting, and hiring abilities.
  • Comfortable navigating C-level conversations and building executive relationships.
  • Familiarity with Salesforce, Outreach, Gong, and modern sales stack tools.
On Target Earning Range: $260,000 - $280,000 (50/50 split)
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