About this position

Summary

Sales Director drives predictable net-new ARR growth and leads a high-performing team focused on acquiring new customers within the Payroll, HCM, and Workforce Management markets. This leader will play a central role in scaling our growth engine, elevating sales execution, and bringing a modern, process-driven GTM mindset to the organization.

This position owns the new-logo motion, guides a team of AEs, partners cross-functionally across Marketing, RevOps, Product, and CS, and helps shape our operating rhythm as we execute against our FY26 goals focused on growth, profitability and scale.

Responsibilities

Lead and scale a high-impact new business sales team

Hire, coach, and develop AEs to consistently achieve quota and pipeline targets
Bring a process-centric mindset to forecasting, deal inspection, pipeline management, and account planning
Establish a disciplined operating cadence aligned to our Revenue Architecture and GTM production lines
Leverage a strong ecosystem of partners, resellers and alliances to drive demand, accelerate deal velocity and improve win rates

Drive predictable new customer acquisition

Own monthly, quarterly, and annual new-logo ARR targets
Build and refine repeatable sales motions that follow the Bowtie and SPICED frameworks
Ensure consistent execution across discovery, mutual action plans, customer impact mapping, and competitive positioning

Partner cross-functionally

Work closely with Demand Gen to shape ICP, messaging, and targeted campaigns
Collaborate with Product to ensure field feedback informs the roadmap
Partner with Customer Success to ensure seamless handoffs that drive fast time-to-impact and long-term retention
Align with RevOps on territory design, compensation insights, forecasting models, and performance analytics

Elevate execution

Drive a culture of accountability, urgency, and continuous improvement
Model excellence in enterprise sales fundamentals, SPICED-style qualification, and value-based storytelling
Identify bottlenecks in the revenue production line and work with GTM leadership to improve throughput, win rates, and cycle times

Qualifications

Required

8+ years of SaaS sales experience with at least 3 years leading quota-carrying teams
Proven success scaling new-logo business in Payroll, HCM, HRIS, WFM, or adjacent enterprise software
Strong command of sales methodology (SPICED, MEDDIC, Command of the Message, or similar)
Demonstrated ability to create predictable pipeline and consistently hit ARR targets
Excellent at coaching, talent development, leading through data, and creating high-trust/high-performance cultures
Experience operating within a multi-product environment and selling to CFOs, HR leaders, and operational buyers

Preferred

Experience selling into mid-market and enterprise segments
Background working with PE-backed SaaS companies in transformation or scale-up phases
Familiarity with revenue models, GTM motions, and the principles behind the Revenue Factory

Success Looks Like

Team hitting or exceeding quota within first two quarters
Clear, repeatable sales motions established and adopted
Improved AE productivity, win rate lift, cleaner pipeline discipline
Shorter cycle times and reliable forecasting
Strong cross-functional alignment with Marketing, CS, Product, and RevOps
Meaningful contributions to our FY26 growth plan and the long-term revenue architecture of the company

This is a remote position.