AI Sales, Director

Company & Role Overview

Sales Strategy & Revenue Growth

• Execute the AI sales strategy across target industries and accounts.
• Own revenue, bookings, and gross margin targets.
• Identify opportunities for AI software, platforms, implementation services, and recurring subscriptions.
• Lead account planning, territory allocation, and sales forecasting.

Strategic Accounts & Business Development

• Build relationships with executive sponsors, business leaders, IT teams, and procurement stakeholders.
• Position AI solutions around measurable business outcomes including productivity, cost reduction, service quality, and revenue growth.
• Lead complex enterprise sales cycles from discovery and qualification through negotiation and contract closure.
• Drive renewals, upselling, and cross-selling within existing accounts.

Opportunity Qualification & POC Governance

• Ensure opportunities have a validated business need, budget, decision-maker engagement, and a purchasing timeline.
• Partner with Presales and Product teams to confirm technical feasibility, data readiness, integration needs, and delivery scope.
• Approve customized proofs of concept only when success criteria, customer responsibilities, resource requirements, and a purchasing decision process are documented.
• Review unsuccessful opportunities and POCs to improve qualification and resource allocation.

Team Leadership & Cross-Functional Collaboration

• Recruit, coach, and manage the AI sales team.
• Set individual targets and review performance, pipeline quality, and account development.
• Maintain accurate CRM records and reliable sales forecasts.
• Work with Marketing on demand generation and with Product on customer needs and market feedback.
• Ensure complete handovers to Delivery and Customer Success teams.

Requirements

• Bachelor's degree in Business, Computer Science, Engineering, or a related field; an MBA is an advantage.
• Typically 7+ years of enterprise technology sales experience, including 5+ years in sales leadership.
• Demonstrated success selling AI, data analytics, cloud, SaaS, or enterprise software solutions.
• Proven track record of achieving sales targets and closing complex, high-value deals.
• Experience managing sales teams, strategic accounts, partners, and executive relationships.
• Working understanding of generative AI, machine learning, data platforms, integration requirements, and enterprise deployment considerations.
• Experience in the company's target industries and markets.