Director of AMS Sales

Accountability

Summary:

• Discovery:
  Market Mapping, Account Research, and Target Identification for Net-New Enterprise Prospects
• Health:
  Top-of-Funnel Creation, Pipeline Coverage, and Forecast Accuracy
• Strategy:
  Enterprise Penetration Planning, Platform Play Prioritization, and Competitive Differentiation
• Relationship:
  Executive Stakeholder Engagement, Trust Building, and Strategic Account Development
• Value:
  Customer Retention, Expansion, Net-New Enterprise Logo Acquisition, ARR Growth, and Repeatable New-Business Motion Execution across the SaaS business

• Own overall SaaS revenue growth across retention, expansion, and new logo acquisition in alignment with ARR objectives
• Define and execute a top-of-funnel strategy in partnership with Business Development Representatives (BDRs), Field Marketing, and Product to ensure 3–4× qualified pipeline coverage in alignment with ARR growth targets.
• Develop and execute a strategic enterprise sales plan to achieve and exceed quarterly and annual ARR targets.
• Own the full sales cycle— prospecting, discovery, business case development, solution qualification, and contract negotiations.
• Build and manage executive-level relationships across IT, security, legal, compliance, and procurement functions to influence decision-making and ensure long-term partnership.
• Drive new logo growth through disciplined territory management, precise pipeline forecasting, and consistent execution.
• Lead cross-functional deal orchestration involving Platform Engineering, Product Management, and Legal to deliver tailored compliance solutions that align to customer goals.
• Conduct executive briefings, demos, and presentations articulating the value of our compliance platform for data discovery, retention, and governance.
• Translate complex regulatory and data governance challenges (e.g., GDPR, HIPAA, CCPA, ISO 27001, SOC
  2) into tangible, technology-driven business outcomes.
• Maintain CRM discipline and ensure accurate pipeline visibility, forecast predictability, and data integrity.
• Mentor and develop a team of Account Executives and SEs as the sales organization scales.
• Serve as a voice of the customer to influence product roadmap and ensure solution alignment with market needs.
• Lead competitive takeout campaigns and proof of value engagements to establish market leadership.

• Proven track record of driving net-new enterprise SaaS revenue, ideally within data compliance, data governance software.
• 10+ years of SaaS experience, with 7+ years in enterprise sales leadership roles.
• Demonstrated success building and executing sales strategies that deliver consistent ARR growth and logo acquisition.
• Deep understanding of data compliance frameworks and enterprise data governance ecosystems.
• Strong executive presence and ability to engage, influence, and build trust with C-level decision-makers.
• Strong grasp of forecasting discipline, pipeline metrics, and deal qualification frameworks.
• Expertise in complex deal negotiation, multi-stakeholder selling, and ROI-based solution positioning.
• Adept at leading in matrixed environments, collaborating across product, marketing, and partner teams.
• Excellent verbal, written, and presentation skills with the ability to translate technical value into business outcomes.
• Experience with CRM systems and modern sales enablement tools.
• Entrepreneurial mindset — thrives in high-growth, fast-paced, agile SaaS environments.

• Bachelor's degree in business, technology, or related field is required.
• Proven experience selling into large enterprise and regulated industries (e.g., financial services, healthcare, public sector, technology, energy etc.).
• Ability to travel for customer meetings and industry events.
• Familiarity with Microsoft Purview, Collibra, Relativity, BigID, One Trust, Smarsh, Proofpoint or similar platforms is highly desirable.
• Certifications in data privacy, cloud, or compliance frameworks (e.g., CIPP/E, AWS/Azure/GCP Cloud Practitioner) are a plus.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure,…