Director OF Market Development

Responsibilities Lead, coach, and develop a high-performing team of Mid-Market Account Executives responsible for achieving and exceeding quarterly and annual revenue goals. Drive consistent forecast accuracy through rigorous pipeline inspection, opportunity coaching, and data-driven forecasting. Coach complex, multi-threaded sales cycles from discovery through negotiation, helping Account Executives navigate executive buying committees and competitive evaluations. Inspect opportunities using MEDDPICC (or a comparable enterprise sales methodology) to improve qualification, execution, and win rates. Develop consultative, Challenger-style sellers who create business value beyond product demonstrations. Recruit, hire, onboard, and develop exceptional sales talent while fostering a culture of accountability, continuous improvement, and collaboration. Partner cross-functionally with Marketing, Customer Success, Product, Sales Engineering, and Sales Operations to improve customer outcomes and influence go-to-market strategy. Act as an executive sponsor on strategic opportunities, helping teams navigate complex commercial negotiations and executive relationships. Drive operational excellence by leveraging Salesforce, Momentum, Outreach, and other sales technologies to improve productivity, inspection, and execution. Champion the adoption of AI-powered selling tools and best practices that improve seller effectiveness and customer engagement. Foster a culture of curiosity, ownership, and continuous learning while developing future leaders within the organization. Requirements 3+ years leading high-performing quota-carrying SaaS sales teams in a fast-paced technology company. 5+ years of successful enterprise software sales experience prior to moving into leadership. Demonstrated success personally closing complex software opportunities ranging from approximately $100K to $500K+ ARR involving multiple stakeholders and executive decision-makers. Experience coaching teams using MEDDPICC (or a comparable enterprise qualification methodology). Experience developing consultative sellers through Challenger Sale or other value-based sales methodologies. Consistent track record of building teams that exceed quota and improve performance over time. Strong forecasting discipline with a history of delivering predictable revenue outcomes. Excellent executive presence with the ability to influence customers, internal stakeholders, and senior leadership. Strong analytical mindset with the ability to diagnose pipeline risk, identify trends, and drive measurable improvements. Experience working within Salesforce, Gong, Clari, and modern sales technology platforms. Excellent communication, coaching, and leadership skills. Bachelor’s degree preferred. #J-18808-Ljbffr