Director, Sales

Role Overview

• Lead and scale a team of Customer Account Executives and/or first-line managers, setting clear expectations around performance, accountability, and results.
• Own revenue targets, pipeline health, and forecast accuracy across your assigned customer segment.
• Establish and monitor KPIs to drive consistent execution, deal quality, and long-term growth.
• Translate broader sales and company strategy into actionable plans for your team, balancing new growth, expansion, and retention.
• Partner with senior sales leadership to refine territory design, account segmentation, and coverage models.
• Drive execution of strategic account plans for priority customers, ensuring expansion opportunities are identified and pursued.
• Provide hands-on leadership for complex, high-value deals, including deal strategy, executive alignment, and negotiation support.
• Build and maintain relationships with senior-level customer stakeholders to strengthen partnerships and unlock expansion opportunities.
• Ensure customer value is clearly articulated and aligned to business outcomes throughout the sales cycle.
• Coach and develop sales managers and ICs through regular performance reviews, deal coaching, and career development planning.
• Partner with Sales Enablement to reinforce strong discovery, value-based selling, and execution discipline.
• Foster a high-performance, inclusive culture focused on accountability, collaboration, and continuous improvement.
• Collaborate closely with Marketing, Product, Customer Success, and Finance to ensure alignment across messaging, offerings, and customer lifecycle execution.
• Provide structured feedback from the field to influence product direction, pricing, and go-to-market initiatives.
• Support change management and adoption of new tools, processes, and programs across the sales organization.
• Monitor and understand performance trends across revenue, pipeline, conversion, and customer health.
• Use data and insights to drive operational excellence including but not limited to CRM hygiene, pipeline generation and forecasting accuracy.
• Operate and make decisions with intention and purpose.

Requirements

• 10+ years of progressive B2B sales experience, with a strong track record of driving revenue in complex, solution-based sales environments.
• 4–6+ years of experience leading sales teams, including direct management of managers and/or senior individual contributors.
• Experience selling enterprise or mid-market software solutions; order-to-cash, payments, or financial technology experience is strongly preferred.
• Proven ability to balance strategic thinking with hands-on execution in a fast-moving environment.
• Strong coaching and leadership skills with demonstrated success developing high-performing teams.
• Deep understanding of consultative, value-based selling motions and complex buying cycles.
• Data-driven mindset with experience using performance metrics to guide decisions and improve outcomes.
• Excellent communication and stakeholder management skills, with comfort engaging at the executive level.

Benefits

• Work from Anywhere: Your home, a coffee shop, a company paid WeWork
• A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions
• big and small
• each and every day.
• Flexible Working Hours: We support your lifestyle
• the results are what count.
• Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
• Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
• Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
• Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs
• we foster an environment where all employees can grow.
• Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
• Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
• Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.