Director, Field Execution

The Director, Sales Execution is a senior, consultative Sales strategy and execution role reporting to the VP of Revenue Enablement. This role drives Field Sales Strategy & Execution by developing Sales Performance Standards and fueling Sales Planning Motions, supporting Sales leaders to accelerate revenue growth, optimize resource leverage, and achieve portfolio selling outcomes. We are looking for a proven, strategic thinker and doer to align with our Enterprise and Strategic Sales teams to develop and enable high performance in the field.

You will team with Sales Leadership to amplify best practices and enable Sales excellence in everyday selling motion. Leveraging Sales Planning Motions (territory, account, opportunity) as vehicles for transformation, you will activate Sales strategy and delivery into big-bet, focused and named accounts, an integral part of Sales with the support of the extended internal and external ecosystem. Incrementally develop teams to execute well for customer-focused, value-driven outcomes (vs. point product selling outcomes) in large, complex accounts. The planning framework you oversee fuels partner-first, land-and-expand portfolio selling with optimal customer business outcomes. You support customer-facing teams to bring a multi-year outlook to customer engagement from generating big ideas to deal closure, mitigating risk, increasing win rate and share of spend as well as customer success and value realization.

Recent, relevant Sales experience with a proficient, thoughtful and insightful approach to propelling Sales excellence is foundational to the success of this role. You are a change agent delivering support services across Enterprise and Strategic Sales teams with a collaborative, customer-centric and partner-first approach to measured impact. Develop collaborative, organizational muscle to expand strategic value selling acumen at all levels of the GTM. Partner with cross-functional leaders to optimize engagement to accommodate internal and external change.

Expectations:

• Fuel GTM priorities - support engagement with and positioning to Global 5000 accounts to acquire new logos, maximize share of spend, leverage partners to scale growth, drive long term customer success and value realization
• Strategic Planning Motions - develop, enable, implement and support field planning motions to accelerate value-driven, partner-first engagement, aligning with overall company objectives
• Sales Motions and Sales Plays - optimize utilization of resources throughout the sales cycle, combining foundational elements with art-of-the-possible vision
• Project Management - Lead and manage Sales Acceleration projects from inception to completion, ensuring timelines, budgets, and deliverables are met
• Cross-Functional Collaboration - Collaborate with internal teams such as Sales, Channel, Enablement, Business Value, Operations, Product, and Marketing to create resources and support systems that empower field execution at scale
• Performance Analysis - Analyze Sales data and Partner metrics to identify trends, opportunities, and areas for improvement
• Development - Design and deliver programs, in partnership with Enablement teams, to enhance Sales skills, product knowledge, and go-to-market strategies
• Coaching - provide support and feedback in regular selling motion to amplify best practices and elevate consistency of execution
• Operating - support consistency of execution in partnership with Sales leaders to activate Sales standards, role-based expectations and transparent accountability framework into consistent operating rhythms
• Relationship Management - Foster strong relationships with key stakeholders and partners, serving as the primary point of contact for Sales acceleration initiatives
• Feedback Loop - Establish mechanisms for gathering feedback to continuously refine and enhance Sales acceleration strategies

Qualifications:

• Professional Sales experience with demonstrated proficiency in coaching for Sales performance with customer-centric, partner-first, value-driven approaches
• Depth of understanding and practical techniques to coach and enable high performing enterprise, B2B selling outcomes
• Practiced at assessing pipeline quality and determining steps to increase opportunity capacity, appropriately align resources and engage stakeholders for successful outcomes
• Adept at mapping and navigating complex accounts and sales cycles
• Experience enabling deep customer discovery, uncovering and aligning stakeholders and finding pathways to connect disparate perspectives toward consensus
• Proven ability to collaboratively create business cases that support land-and-expand, long term customer success
• Relevant business and financial acumen, cybersecurity industry and market experience
• Demonstrated Sales coaching, leadership development and Sales enablement skills
• Strategic mindset with strong problem solving, analytical and critical thinking skills
• Skilled at activating data-driven initiatives to enable Sales teams to sell broadly into accounts with programmatic structure, optimal use of Sales plays & programs
• Practiced at facilitating insightful, motivating and collaborative Sales strategy sessions including territory strategy, account planning, opportunity level reviews, executive briefings, pre-call plans, etc.
• Executive presence and consultative approach; Skilled at building credibility and rapport with Sales teams and leaders
• Highly motivated, energetic, inclusive self-starter who demonstrates leadership, adaptability, flexibility and integrity

Salary Range: $175,000 - $225,000 + variable pay

In accordance with Colorado's Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.