Sr. Director, Sales
Listed on 2026-03-05
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Sales
Business Development, SaaS Sales, B2B Sales, Sales Development Rep/SDR
Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.
With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives. We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.
Welcome to a world of less data entry and more data integrity. Welcome to the Rightsline reality!
Status:
Full-Time Opportunity – Our recruitment team is actively seeking candidates for this open position.
Open to East and Central US applicants.
What You Will Do- Own all new-logo revenue outcomes, including bookings, pipeline health, and forecast accuracy.
- Lead and scale a team of Account Executives (initially ~2-3), with responsibility to expand capacity over time.
- Build and scale a dedicated SDR organization aligned to enterprise and commercial account-based selling motions.
- Implement a rigorous enterprise sales methodology (e.g., MEDDICC) to drive qualification discipline, deal inspection, and predictable outcomes.
- Establish best-in-class enterprise sales processes including discovery frameworks, executive alignment, mutual action plans, and value-based selling.
- Reduce “no decision” outcomes by strengthening economic buyer alignment, business case development, and compelling event creation.
- Partner closely with Marketing to define ICP, target accounts, ABM strategies, and enterprise demand generation.
- Collaborate with Product, Rev Ops, and Customer Success to align enterprise GTM strategy, product positioning, and land-and-expand motions.
- Deliver accurate forecasts and pipeline reviews to executive leadership and the Board.
- Recruit, develop, and mentor top-tier enterprise grade sales talent while building clear career paths and performance standards.
- New-logo Enterprise ARR attainment
- Optimize SQL to SQO conversion (hand off from SDR to AE)
- Align SDR targets with Account Executive goals
- Reduce ramp to quota and increase efficiency in sales cycle durations
- Pipeline coverage ratio (4–6x quota)
- Increase Win rate on strategic, enterprise and commercial segments
- Sales cycle progression and late-stage conversion
- Reduction in no-decision outcomes
- Forecast accuracy and deal inspection rigor
- AE and SDR ramp productivity and retention
The Role
- 5+ years of progressive B2B SaaS sales leadership experience, preferably in complex sales/enterprise environments, preferably PE backed.
- 10+ years of B2B SaaS sales experience as an individual contributor capacity.
- Managed both individual and team sales quotas from $1M - $5M ARR.
- Deep expertise selling complex enterprise software with long sales cycles (ERP, CPQ, HCM, financial systems, rights/licensing, or mission‑critical platforms).
- Demonstrated success building and scaling enterprise AE and SDR teams. Strong command of enterprise sales methodologies, value‑based selling, and multi‑stakeholder deal orchestration.
- Executive presence with the ability to engage C‑suite and board‑level stakeholders.
- Data‑driven, operationally rigorous, and execution‑focused leadership style. Thrives in fast‑growing, metrics‑driven organizations.
- Regular travel required (20–30%).
- Competitive Base Salary + Commission Opportunity:
At Rightsline, we offer a competitive package that reflects the unique skills, experience, and certifications you bring to the role. Your starting point within this range will be determined by your niche expertise, collaborative initiative, and…
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