# Sales Director

**Company:** [ThinScale Technology](http://jobs.workable.com/companies/go11tmmfEzJRxfAKeVVYXU.md)
**Location:** Remote
**Workplace:** remote
**Employment type:** Full-time

[Apply for this job](http://jobs.workable.com/view/cfebc8ab-a0eb-4af7-b2b6-18e9c44c3078)

## Description

### Responsibilities

-   Manage, coach, and develop a team of Account Managers and Sales Executives; set clear targets and operating cadence, and drive consistent execution across pipeline, renewals, and expansion.
-   Own enterprise revenue across the full lifecycle: net-new acquisition plus existing-customer retention, renewals, and expansion.
-   Build and maintain a high-quality pipeline; run disciplined prospecting and follow-up to consistently create and convert opportunities.
-   In conjunction with marketing develop and refine enterprise messaging and product positioning; tailor value stories to specific customer contexts, stakeholders, and use-cases.
-   Drive a subscription/SaaS sales motion , from first conversation through onboarding coordination, renewal, and expansion.
-   Run a low-friction (light-touch) buying journey: guide prospects and customers from evaluation to purchase and implementation with minimal overhead.
-   Partner tightly with marketing to align on target accounts, lead handoff, and account-based plays that support both net-new wins and expansion.
-   Maintain robust, realistic forecasting that reflects both visible opportunities and ambitious growth targets.
-   CRM hygiene and an understanding of the importance of data to the organisation
-   Continuously improve qualification and sales/account playbooks.
-   Own enterprise Key Account Management for a portfolio of customers: cross-sell/up-sell execution, account plans, relationship mapping, renewals, retention risk management.
-   Develop a deep understanding of the product and competitive landscape; bring market insights back to product/leadership.

### Experience and Skills

-   Cybersecurity and/or End User Computing sales experience (strongly preferred) or the ability to ramp quickly in the cybersecurity/EUC domain.
-   Proven enterprise sales and account management experience, including managing multi-stakeholder deals and longer sales cycles.
-   Demonstrated ability to own both net-new acquisition and key account management (renewals, retention, cross-sell, up-sell) for enterprise customers.
-   Track record of building pipeline (not just working inbound) and maintaining rigorous follow-up and next-step discipline.
-   Experience selling SaaS/subscription products (preferred), including comfort managing recurring revenue, renewals, and expansion targets.
-   Strong product positioning and consultative selling skills; able to explain value clearly and adapt messaging by persona and industry.
-   Practical, demonstrable curiosity about generative AI and evidence of using it to improve day-to-day work in sales processes.
-   Excellent people skills: able to collaborate across functions, manage difficult conversations, and stay effective under ambiguity. Ability to restructure sales teams to meet sales targets.
-   Hands-on mindset suited to a smaller organization; comfortable executing directly and growing with the company as it scales.
-   Demonstrable ability to manage customer expectations.
-   Ability to work in a cross functional collaborative way with a strong understanding of all department’s roles and capabilities.

### Ways of Working

-   Hands-on, practical and willing to execute as well as lead.
-   Comfortable operating in ambiguity and helping shape the role as business needs evolve.
-   Curious about new ways of working.
-   Able to grow with the organisation and contribute at different stages of maturity.
-   Collaborative in style, with a strong bias toward alignment across marketing, sales and account management.
-   Customer-focused, commercially aware and motivated by creating measurable growth impact.
-   Security First at the forefront of what we do.
-   Comfortable in a fully remote environment.

### Success Measures

-   Increase revenue.
-   Build an effective sales strategy and team.
-   Strengthen pipeline generation and improve conversion across the sales funnel.
-   Improve retention, renewals, and expansion within the existing customer base.
-   Build a strong, capable team through coaching, accountability, and clear continuous performance management.
-   Increase CRM discipline, forecast accuracy, and overall sales operating rhythm.
-   Establish a clear go-to-market approach for enterprise sales and strategic account growth.