Director, Enterprise New Business Sales (RapidScale)

Cox Communications, Inc. is seeking a Director of Enterprise New Business Sales at RapidScale to lead their enterprise sales strategy and drive revenue growth. The role involves cultivating executive relationships, developing go-to-market strategies, and building a high-performing sales organization focused on new customer acquisition.

Responsibilities:

• Define and execute RapidScale's enterprise new business strategy aligned with long-term revenue growth objectives
• Lead the organization's enterprise hunting strategy by identifying new markets, strategic customers, and high-value growth opportunities
• Personally cultivate executive relationships that create new business opportunities and accelerate strategic enterprise pursuits
• Identify emerging technology trends, customer buying behaviors, competitive threats, and market opportunities that shape RapidScale's future growth strategy
• Influence executive leadership through market insights, competitive intelligence, financial analysis, and strategic recommendations
• Build, develop, and inspire a high-performing organization of enterprise sales leaders and hunters focused on sustained new logo acquisition
• Recruit, develop, and retain leaders who demonstrate a player-coach mentality and actively participate in strategic business development alongside their teams
• Establish clear expectations that sales leaders actively engage in executive customer relationships, strategic prospecting, and complex enterprise pursuits
• Build leadership capability through succession planning, leadership development, talent strategy, and organizational design
• Foster a culture of accountability, collaboration, innovation, continuous improvement, and customer success
• Partner with executive leadership to evolve RapidScale's enterprise go-to-market strategy and sales operating model
• Maintain an active executive presence within the marketplace by building relationships with enterprise customers, strategic partners, cloud hyperscalers, and industry leaders
• Personally support the organization's largest enterprise pursuits by opening executive doors, strengthening customer relationships, and accelerating business development opportunities
• Drive operational excellence through forecasting discipline, pipeline governance, sales methodology adoption, and scalable business processes
• Establish performance measures that improve sales productivity, forecast accuracy, pipeline health, customer acquisition, and overall organizational performance
• Identify barriers to growth and lead cross-functional initiatives that improve sales effectiveness, customer experience, and operational efficiency
• Build trusted executive relationships with CIOs, CTOs, CISOs, Chief Digital Officers, and senior business leaders across enterprise and strategic customer organizations
• Personally engage with executive customers, strategic prospects, and cloud alliance partners to accelerate enterprise pursuits and strengthen RapidScale's market presence
• Serve as executive sponsor for RapidScale's largest and most strategic customer opportunities
• Represent RapidScale at executive customer meetings, strategic negotiations, industry conferences, partner events, executive briefings, and strategic business forums
• Build and maintain executive relationships across AWS, Microsoft Azure, Google Cloud, Broadcom VMware, strategic alliance partners, and industry organizations
• Own revenue growth, bookings performance, forecast accuracy, sales productivity, organizational capacity, and overall business performance for the Enterprise New Business Sales organization
• Analyze business performance, market trends, financial metrics, and organizational effectiveness to identify opportunities for growth
• Balance investment decisions, organizational priorities, and market opportunities to maximize long-term business performance
• Provide executive leadership with actionable business insights, performance trends, and strategic recommendations that support future growth

Requirements:

• Bachelor's degree in Business, Technology, Marketing, or a related discipline with 10 years of relevant experience. The right candidate could also have a different combination, such as a Master's degree with 8 years of experience, a Ph.D. with 5 years of related experience, or 14 years of directly related experience
• Five or more years leading enterprise sales organizations responsible for new logo acquisition, revenue growth, and organizational performance
• Demonstrated success developing and executing enterprise go-to-market strategies within cloud, managed services, cybersecurity, infrastructure, AI-enabled solutions, professional services, or digital transformation markets
• Demonstrated success personally influencing executive customer relationships and strategic enterprise pursuits while leading high-performing sales organizations
• Demonstrated ability to create new business opportunities through executive networking, strategic partnerships, and industry relationships
• Strong executive presence with the ability to influence C-level customers, executive leadership, strategic partners, and industry stakeholders
• Strong strategic thinking, business acumen, and financial management skills
• Experience developing leaders, building organizational capability, and driving succession planning
• Demonstrated success leading organizational transformation and improving sales effectiveness within highly matrixed organizations
• Experience using CRM platforms, forecasting tools, sales analytics, and business metrics to improve organizational performance
• Experience working with AWS, Microsoft Azure, Google Cloud, Broadcom VMware, or other strategic cloud ecosystems
• Experience leveraging hyperscaler, alliance, and channel partner programs to accelerate enterprise growth
• Experience with enterprise sales methodologies such as MEDDPICC, Challenger, Miller Heiman, or Command of the Message
• Experience representing an organization with executive customers, strategic partners, and industry organizations
• Experience leading teams pursuing complex six and seven figure enterprise technology opportunities
• Industry expertise within Healthcare, Financial Services, Manufacturing, Retail, SaaS, or other enterprise markets
• Previous experience within a Managed Services Provider, enterprise technology company, cloud consulting organization, or hyperscaler partner
• Established executive network across enterprise technology organizations, cloud ecosystems, strategic alliance partners, or enterprise customer communities