Director, New Sales

Role Overview

JOB DESCRIPTION

This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights. Success in this role requires strong storytelling, hustle, and the ability to engage and influence C-level executives while managing complex sales cycles. You will work collaboratively with a team of subject matter experts, value engineers, and technical advisors, to deliver strategic solutions that create long-term business value for clients.

All in all, you are an integral part of the success of our clients, the growth of our business, and building a culture of winning!

What You Will Do

• Create & Close Opportunities: Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives.
• Manage Complex Sales Cycles: Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider.
• Consultative Selling: Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results.
• Executive Engagement: Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure.
• Lead Cross-Functional Teams: Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients.
• Territory Management: Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources.
• Storytelling & Value Articulation: Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features.
• Strategic Foresight: Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success.
• Active Listening & Responsiveness: Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence.
• Challenge & Reframe: Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice.
• Hustle & Energy: Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets.
• Pipeline Management: Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.
  
  

Responsibilities

What You Bring:

• 10+ years of enterprise software sales experience, with consistent, sustained performance.
• Preferred experience in selling Enterprise SaaS, domain experience in CLM, ERP, or BSM is desirable.
• Deep understanding of key customer opportunities and industry-specific business drivers.
• A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas.
• Excellent communication skills, both written and oral.
• Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes.
• Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success.
• Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives.
• Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress.
• Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences.
• Developed and executed strategic sales plans to generate new opportunities.
• Bachelor’s degree in business or related field or equivalent work experience.
  
  

Qualifications

What We’re Looking For:

• A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition.
• A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals.
• Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results.
• Strong territory management skills with a focus on maximizing market penetration and delivering consistent results.
  
  

About Us

With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 10 million contracts worth more than $1 trillion, in 40+ languages and 93 countries.