Generate pipeline through thoughtful, targeted outbound to accounts in regulated industries like healthcare, hospital systems, and retail banking
Work closely with your BDA to scale outreach and share learnings with Marketing to sharpen our messaging and ideal-customer profile
Own deals from first conversation through discovery, evaluation, negotiation, and close
Attend industry events 3-4 times per year in NAM (US, Canada)
Run consultative discovery to understand each prospect’s priorities, buying process, and decision criteria
Be a product expert, working with your Sales Engineer to deliver tailored, value-based demos that connect Piano to the outcomes your prospects care about
Build ROI-driven business cases and executive proposals; sell Analytics on its own or as part of the broader Piano platform
Guide multi-stakeholder deals — develop champions, build C-suite relationships, and partner with Sales Engineers on technical evaluations and proofs of concept
Lead pricing and contract negotiations through to a confident close
Set clear expectations so deals transition smoothly to our delivery teams
Keep your pipeline and forecast accurate and up to date in Salesforce

Must be located on the East Coast (EST)
4 + years of B2B SaaS sales experience, consistently meeting or exceeding quota in a closing role
A track record of generating your own pipeline through outbound
A history of building momentum from the ground up
Comfort guiding complex, multi-stakeholder enterprise deals with a focus on compliance
A consultative approach — you listen and diagnose before you prescribe
Strong communication and executive presence, in writing and in the room
Experience selling web behavioral analytics, data tools, or business intelligence solutions is a strong bonus, but not required
Experience selling into healthcare, hospital systems, or financial services is a strong bonus but not required

Sales Director

Key skills