Sales Director- New York City

About the role

You will own the full sales cycle for strategic enterprise and mid-market customers in the New York City market, directly managing key accounts and driving new logo bookings against quarterly and annual quotas. You will partner closely with your team of Account Executives, providing hands-on coaching, mentorship, and tactical guidance to navigate complex, multi-threaded buying committees. This role requires you to build and maintain executive-level relationships, positioning Orb as the strategic partner for revenue design and billing automation with C-suite sponsors. You will leverage data and pipeline analytics to identify bottlenecks, refine sales playbooks, and implement interventions that unlock incremental growth within the funnel. Collaboration is central to the role, working alongside Product, Solutions Architecture, and Marketing to ensure alignment on value messaging and solution fit. You will be responsible for developing a deep expertise in Orb's billing and revenue design platform, translating product capabilities into compelling business outcomes for customers. Success in this role hinges on your ability to lead by example, setting high standards for professionalism, rigor, and ownership across your team.

Key facts

What you'll do

Develop and execute a strategic account plan for your New York City book of business, aligning team selling efforts to penetrate key organizations and expand within existing logos.

Establish a repeatable sales methodology from initial discovery through contract execution, ensuring predictable pipeline and consistent quota attainment.

Analyze pipeline and funnel metrics using Salesforce to uncover conversion barriers and design data-driven interventions that accelerate deal velocity.

Champion operational excellence by instituting rigorous forecasting, pipeline hygiene, and process adherence that keeps the team aligned with revenue targets.

Provide executive-level sponsorship for strategic deals, orchestrating cross-functional support to overcome objections and secure enterprise-wide adoption.

Invest in the continuous development of your team through coaching, role-playing, and feedback that builds sales mastery and career growth.

Deepen your understanding of customer workflows and billing challenges to tailor solutions that resonate with finance and revenue operations leaders.

Elevate your expertise in Orb's billing and revenue design platform, becoming an internal subject matter expert that supports AEs and influences product direction.

Identify and mitigate risks in the sales process by tracking competitor activity, customer sentiment, and market shifts to protect the pipeline.

Foster a culture of collaboration, aligning with Marketing and Customer Success to build feedback loops that inform targeting and retention strategies.

Requirements

Minimum of 8 years in sales management with a proven track record of success in a high-growth SaaS environment.

You have led teams focused on selling to mid-market and enterprise accounts and possess a deep understanding of navigating complex organizations and sales cycles.

You have executive presence and experience as an executive sponsor for C-level relationships.

Exceptional coaching and mentoring skills with a proven ability to develop and inspire sales talent.

You have a track record of exceeding quarterly and annual team quotas through manager skill development and executing programmatic training, sales, and marketing programs.

You use data to reflect on past performance and inform your next move, knowing how to use Salesforce to deepen your analysis and report findings to guide your team's future strategy.

Your soft skills strengthen your leadership and provide an inclusive model for your team.

Your colleagues can trust your clear communication, deep organizational skills, and flexible time management.

You value learning and are always working to develop your craft, reflecting on strengths and growth areas to become a better leader and contributor.

You demonstrate strong strategic thinking and planning skills, applying a data-driven approach to decision-making.

You possess excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders.

You have a proven ability to recruit, hire, onboard, and retain top sales talent.

You thrive in a collaborative and results-oriented work style with a strong sense of urgency.

Practical notes

For San Francisco Bay Area, New York, and Amsterdam residents, we've built a hybrid work culture where we are in office 3 days/week. For remote roles, we ask you to join us in person 1x per quarter.

Hours: Full-time during standard business hours, with flexibility to support early morning or late evening calls for international customers as needed.

Travel: Occasional domestic travel may be required to meet with key customers and attend company events.

Visa: Sponsorship is not indicated in SOURCE; please confirm eligibility based on your location and documentation.

Deadline: Please apply in alignment with our posted timeline to ensure full consideration.

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities for all applicants regardless of race, color, religion, sex, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.