Director, Inside Sales and Enterprise Renewals

Job Title: Director of Sales - Inside Sales and Enterprise Renewals (Account-Based) Department: Sales Reports To: VP of Global Sales / Chief Revenue Officer Location: Plano, TX (onsite, 5 days a week) Position Summary: The Director of Sales - Inside Sales and Enterprise Renewals is responsible for leading a high-performing, account-based sales organization focused on commercial and enterprise customer segments. This role oversees the full customer lifecycle-from acquisition through renewal-while driving scalable growth, retention, and expansion across assigned accounts. The Director is accountable for building and executing strategic plans, aligning cross-functional teams, and ensuring operational rigor within the sales and renewal motions. A critical function of this role is to hire, develop, and lead high-performing teams, instilling a culture of accountability, excellence, and continuous improvement across the organization. Key Responsibilities: Strategic Sales Leadership * Develops and drives an account-based go-to-market strategy to support growth and retention objectives across commercial and enterprise segments. * Oversee accurate forecasting and pipeline management across the assigned account base, ensuring full visibility into sales performance and revenue risk. * Aligns sales execution with broader business objectives, leveraging customer insights and market trends to inform planning and prioritization. Team Management and Development * Hires, develops, and leads a tiered team of inside sales representatives, commercial account managers, and renewal specialists focused on both acquisition and renewal. * Provides consistent coaching, mentoring, and performance feedback to enable individual and team success. * Establishes and enforces sales processes, metrics, and KPIs to drive execution and accountability at all levels. * Fosters a high-performance culture that encourages collaboration, professional growth, and customer-centric selling. Renewals and Customer Lifecycle Oversight * Leads the enterprise renewal strategy, ensuring timely engagement, proactive risk management, and contract retention across the account base. * Coordinates with Customer Success, Product, and Delivery teams to support seamless handoffs and ongoing value realization for customers. * Implement frameworks to monitor customer health and drive expansion through upsell and cross-sell initiatives. Complex Deal and Partner Collaboration * Leads complex deal structuring, including multi-product renewals and high-value enterprise transactions. * Collaborate with partner and channel teams to expand reach and co-sell into strategic accounts. * Validates deal risk, solution design, and resource planning in collaboration with technical and delivery leaders. Operational and Cross-Functional Leadership * Ensure consistent reporting and communication with executive leadership on revenue performance, strategic initiatives, and customer outcomes. * Partners with Marketing, Finance, Product, and Operations to align on demand generation, pricing strategies, and customer lifecycle initiatives. * Oversee adoption of tools and technologies (e.g., CRM, sales enablement platforms) to increase team productivity and forecast accuracy. Qualifications: * Bachelor's degree in Business, Marketing, or a related field; MBA preferred. * Minimum 10 years of sales leadership experience, including at least 5 years leading inside sales and/or enterprise renewals teams. * Demonstrated success in leading account-based sales organizations and managing commercial and enterprise customer portfolios. * Proven ability to hire, develop, and retain top-performing sales talent. * Strong background in pipeline management, forecasting, and sales operations. * Experience with Salesforce and enterprise sales methodologies such as MEDDIC, Challenger, or SPIN. * Excellent strategic planning, communication, and stakeholder management skills. Preferred Experience: * Experience in B2B SaaS, cloud services, or enterprise technology sales. * Familiarity with ABM platforms and customer lifecycle management tools. * Multilingual capabilities (Spanish, Portuguese) are a plus. What the Role Offers: * A high-impact leadership position in a growth-oriented, customer-focused organization. * Competitive compensation with performance-based incentives. * Comprehensive health, wellness, and retirement benefits. * A collaborative and inclusive culture that values innovation and accountability. * Access to executive development and career progression opportunities. #LI-Onsite

Created: 2026-04-03