Account Director

About This Role

Job Title: Sales Director – New Business (GenAI / SaaS)

Role Overview

The Sales Director is responsible for generating new business by acquiring net-new customers within assigned territories and/or market segments. This role focuses on building a high-velocity pipeline, qualifying GenAI use cases, and closing initial “land” deals across packaged applications and platform offerings.

You will work closely with Business Development Representatives (BDRs), Pre-Sales, Account Managers, and Technical Success Managers to drive early-stage traction and accelerate customer onboarding.

Key Responsibilities

1. New Logo Acquisition

• Own the full sales cycle for net-new customers
• Drive opportunities from prospecting and qualification through to closing

2. Pipeline Generation

• Partner with BDRs to identify and prioritize target accounts
• Develop and execute effective prospecting strategies
• Convert qualified buying groups into active sales opportunities

3. Discovery & Use Case Qualification

• Lead discovery conversations to uncover business challenges
• Map customer needs to GenAI solutions
• Focus on platform offerings, packaged applications, and SAP-related use cases

4. Deal Execution & Forecasting

• Manage opportunity progression, pricing, and negotiations
• Maintain accurate forecasting and CRM hygiene
• Support predictable revenue growth

5. Solution Selling (Vertical Context)

• Apply industry-specific insights to tailor messaging
• Leverage light vertical alignment (major/minor model)
• Differentiate solutions based on customer industry needs

6. Cross-Functional Handoff (Post-Sales)

• Ensure smooth transition after deal closure
• Align with internal stakeholders (Technical Success Managers, Engagement Directors, Account Managers, etc.)
• Clearly document customer success criteria

Knowledge, Skills & Abilities

• Proven track record in prospecting, qualifying, and closing net-new logos
• Experience in fast-paced, high-velocity sales environments
• Strong background in selling subscription-based SaaS solutions
• Ability to lead consultative sales discussions focused on business outcomes and ROI
• Comfortable working cross-functionally across BDRs, Pre-Sales, and Post-Sales teams
• Recognized by customers as a trusted advisor delivering value beyond product pitching

Qualifications & Experience

• 10+ years of quota-carrying sales experience in SaaS or enterprise software
• Demonstrated experience as an account owner
• Familiarity with GenAI or applied AI concepts is a strong advantage
• Bachelor’s degree or equivalent practical experience