Sales Director, Vertical Solutions

Who We Are

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance.

Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries.

At M-Files, our Guiding Principles unite us across diverse cultures and personalities:

• Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results.
• Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together.
• Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed.

To learn more about us we encourage you to visit our website.

To learn more about how we became a Certified Great Place to Work visit our careers page.

Summary of the role:

The Director, Vertical Solutions leads M-Files’ territory-based Account Executive team in the United States, driving growth through vertical solution-based and geographic coverage. This team focuses on executing a defined go-to-market strategy across territories such as Central, West, and Southwest, with AEs owning vertically named solutions and accounts within their region.

The Director is responsible for achieving sales targets, developing strategic territory plans, and ensuring AEs are equipped to position M-Files’ platform for broad, cross-industry use cases. This leader will guide the team in executing complex sales cycles, removing roadblocks, and leveraging resources to win competitive opportunities.

What you will be doing/Responsibilities and Duties:

• Lead the Vertical Solutions AE team to meet or exceed sales targets within assigned territory
• Provide coaching and enablement to drive adoption of M-Files Sales Framework and solution-based selling strategies
• Partner with People & Culture on recruitment, onboarding, and performance management for AEs covering Central, West, and Southwest territories
• Develop and implement territory plans, ensuring coverage and resource allocation align with opportunity potential
• Manage and validate pipeline forecasts, ensuring accuracy in CRM
• Work cross-functionally with Marketing on campaigns that align to solution positioning and territory-specific needs
• Support the team in navigating complex enterprise sales cycles, including proposals, pricing, and contract negotiations
• Communicate market feedback and competitive intelligence to senior leadership and Product teams
• Collaborate with Customer Success to drive account penetration and expansion post-sale

Key Interfaces to Other M-Files Roles:

• Account Executives (Vertical Solutions)
• Sales Engineers
• Marketing
• Product Management
• Customer Success
• Professional Services
• Strategic Operations

Who you are/Qualifications and Skills:

• Bachelor's degree and/or equivalent work experience as outlined
• 5+ years of sales leadership experience in B2B SaaS or technology solutions
• Proven success leading geographically distributed sales teams
• Strong track record in territory planning and execution
• Experience managing solution-based sales motions across multiple industries
• Skilled in coaching for performance, developing talent, and scaling sales teams
• Advanced skills in forecasting, pipeline management, and enterprise deal strategy
• Excellent verbal, written, and presentation skills

Participation in our Recruitment Process:

• Initial Phone Screen w/People & Culture Team Member
• Hiring Manager - SVP, Sales - United States
• Internal Team Interview/Stakeholder(s)
• Assessment Presentation
• Chief Revenue Officer

*Total Recruitment Process Time Investment for Applicant: Approx. 4hrs

Why M-Files?

We are a global company with Finnish roots and a strong passion for delivering innovative solutions that transform industries. By joining M-Files, you will have the opportunity to shape the future of knowledge work automation while growing your expertise in a collaborative and supportive environment.

Our guiding principles of "Make It Happen", "Help Others", and "Love Customers" are highlighted through our daily actions as a team. Transparent communication and outstanding team spirit were listed as our strengths in our M-Filer Experience survey.

What We Offer:

• Base + Commission: M-Files offers excellent compensation including a base salary plus commission on sales. There is no cap on commission (50/50 split , monthly payout)
• As a remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)