Director, Enterprise Sales

Overview

As Director of Enterprise Sales, you will drive revenue growth across enterprise and upper mid-market segments with Afiniti’s AI-driven solutions. You will own the full sales cycle, from prospecting to close, while expanding relationships within existing accounts. You’ll partner with Sales Engineers, Marketing, and Growth Leadership to execute targeted account strategies and build a strong pipeline.

Your work will focus on strategic engagement with executives and long-term partnerships that scale across organizations. This role offers the opportunity to shape GTM motion and accelerate product-led growth in a global context.

• Drive revenue across enterprise and upper mid-market segments through proactive prospecting and demand generation
• Open and expand accounts, generating pipeline via outbound activity, events, partner engagement, and BDR collaboration
• Identify, engage, and qualify high-value prospects, leading complex, consultative sales cycles with executive stakeholders
• Develop and execute strategic account plans aligned with GTM priorities
• Collaborate with Sales Engineering, Marketing, Growth, Product, and Customer Success to ensure seamless deal execution and onboarding
• Build long-term client relationships focused on expansion and retention
• Lead pilot entry and conversion into contracted and expansion revenue
• Exceed sales targets and deliver exceptional client experiences
• Track and report on metrics like new logo ARR, pipeline coverage, forecast accuracy, and expansion revenue
• Represent the company at industry events and executive briefings
• Own an assigned industry segment or territory across enterprise and upper mid-market
• Establish repeatable pipeline motions and industry positioning
• Coordinate internal and external stakeholders to advance opportunities from engagement to close

• Bachelor’s degree in Business, Marketing, Technology, or equivalent practical experience
• 8–12+ years of progressive B2B technology sales, with focus on enterprise and strategic accounts
• Track record of selling complex, high-value solutions with long sales cycles and seven-figure deals
• Experience in consultative, solution-based selling (e.g., MEDDPICC, Challenger, SPIN, Sandler)
• CRM experience (Salesforce, HubSpot) and advanced pipeline management

• Executive presence and negotiation
• Strong communication and influencing C-suite stakeholders
• Cross-functional collaboration
• MEDDPICC
• Challenger
• SPIN