Director, Enterprise Sales (Southeast)

The role

This Director of Enterprise Sales owns the full sales cycle for net-new accounts. You will manage outbound strategy, account penetration, discovery, and commercial negotiations for complex enterprise deals.

What you will do

• Own a quota and close complex, multi-stakeholder enterprise deals
• Own outbound prospecting and pipeline generation
• Build and execute account plans for targeted enterprise accounts
• Lead discovery and value-based selling
• Run high-impact executive meetings with CFOs, CPOs, CIOs, and CEOs
• Partner with the VP, Strategic Partnerships to refine ICP, messaging, and territory strategy
• Use enterprise sales best practices like MEDDICC
• Personalize outreach at the VP and C-level
• Coordinate with Customer Success to drive expansions

Required qualifications

• Working fluency in source-to-pay and the procurement/finance operating landscape
• Extensive network of enterprise C-levels
• Ability to source new networks through conferences, social networking and prospecting
• 10+ years in B2B or enterprise AI technology sales
• Demonstrated success closing large, complex deals ($10M+ enterprise) and/or $1M+ deals in a startup or scale-up environment
• Experience engaging and booking meetings with VP through C-level executives within enterprise organizations
• Familiarity with structured sales methodologies (MEDDICC, Challenger, SPIN)

Nice to have

• Comfort operating across both enterprise and startup buying motions

Benefits

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

About the company

Terzo is an Enterprise AI platform that connects contracts with real-world spend to identify cost savings and financial risk. The company builds enterprise software to help organizations save millions.