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Salary: USD 372,600 - 445,050 / annual
Fin (now part of Salesforce) is seeking a Director of Sales to lead the New Business organization in North America. Fin is an AI-powered customer support agent that resolves complex customer issues end-to-end across every channel, with minimal setup and integration. It is positioned as the highest-performing AI Customer Agent on the market today.
In this role, you will lead a multi-layered sales organization of Account Executives and front-line Sales Managers responsible for new logo and new revenue growth across SMB and Mid-Market segments in North America. You will report to the VP of NAMER Sales and own the new business strategy, operating plan, and results for the region.
Key responsibilities include:
**Sales Strategy & Planning:** Partner with senior leadership to define new business strategy across SMB and Mid-Market. Own segment planning including territory and capacity design, headcount plans, quota setting, and resource allocation. Translate company goals into regional operating plans that reflect market dynamics.
**Leading Leaders:** Hire, coach, and develop a team of front-line Sales Managers. Raise the bar on recruitment, ramp, and management of Account Executives. Build a strong leadership bench and culture of accountability, rigor, and continuous improvement.
**Pipeline, Forecasting & Execution:** Own the regional new business forecast and drive forecast accuracy and pipeline discipline. Inspect pipeline health, deal progression, and conversion. Analyze sales metrics to identify trends, optimize process, and improve productivity and win rates.
**Cross-Functional Collaboration:** Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy and pipeline generation. Represent NAMER New Business in company planning.
**Customer Focus:** Maintain deep understanding of customer needs, competitive landscape, and market trends. Ensure thoughtful handoff to Relationship Management team.
Fin operates on a hybrid policy requiring employees to be in the office at least three days per week.
**Requirements:**
- 5+ years in quota-carrying new business individual contributor role with proven success running strategic deals of $600K–$700K+ (involving procurement, legal, security, executive selling)
- 5+ years of sales management experience
- Track record of building and scaling new business organizations across multiple segments with a mix of velocity and strategic selling (SMB and/or Mid-Market)
- Demonstrated success developing and executing outbound sales strategies, ideally within a product overlay or co-prime selling environment
- Exemplary new business sales acumen; experience with Command of the Message and MEDDPICC a plus
- Strong command of forecasting principles and track record of accurate revenue forecasting at regional level
- Experience developing GTM strategy and building and executing operational plans (capacity, territory, quota, headcount)
- Excellent communication skills across written, verbal, presentation, and interpersonal mediums, including executive-level communication
- Proof of eligibility to work in the United States required
