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Director, Enterprise Sales (Remote)

4 hours, 5 minutes ago
United States
Full-time
Lead
Head of Sales
Sales and Business Development
Apply Now
Terzo

Terzo

Terzo AI is an AI-powered Contract Intelligence platform that unlocks financial data in contracts, enabling cost savings and risk reduction.

Capital Markets
51-250
Founded 2020
$20M raised
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Description

  • Own the full enterprise sales cycle from outbound prospecting through discovery, negotiation, and close.
  • Own a quota and close complex, multi-stakeholder enterprise deals, typically $500K–$1M+ ARR.
  • Generate pipeline across target accounts with support from business development, technical sales, and revenue operations.
  • Build and execute account plans for targeted enterprise accounts.
  • Lead discovery and value-based selling by quantifying ROI and aligning solutions to business priorities.
  • Run executive meetings with senior buyers including CFOs, CPOs, CIOs, and CEOs.
  • Partner with sales leadership to refine ICP, messaging, and territory strategy.
  • Use structured enterprise sales practices such as MEDDICC, forecasting cadence, pipeline reviews, and mutual close plans.
  • Personalize outreach to VP- and C-level executives with relevant business context.
  • Work with Customer Success to drive expansions and protect net revenue retention.

Requirements

  • 10+ years in B2B or enterprise AI technology sales with experience prospecting and closing.
  • Demonstrated success closing large, complex enterprise deals, including $10M+ enterprise deals and/or $1M+ deals in startup or scale-up environments.
  • Working fluency in source-to-pay and the procurement/finance operating landscape.
  • Ability to speak credibly about contracts, invoices, spend, sourcing, and tools such as Ariba, Coupa, and CLM platforms.
  • Extensive network of enterprise C-level contacts.
  • Ability to build new networks through conferences, social networking, and prospecting.
  • Experience engaging and booking meetings with VP through C-level executives in enterprise organizations.
  • Familiarity with structured sales methodologies such as MEDDICC, Challenger, or SPIN.
  • Comfort operating across both enterprise and startup buying motions.
  • Experience in enterprise AI sales is preferred.

Benefits

  • Competitive base salary with sales quota and employee stock option plan.
  • 100% employer-paid medical, dental, and vision coverage for self, spouse, and family.
  • 401(k) with 3% employer contribution of salary.
  • Flexible work arrangements.
  • Generous PTO.

Interested in this position?

Apply directly on the company website

Apply Now

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