Senior Director, Strategic Sales

Celigo

. Lead, coach, and mentor a team of 7 to 10 strategic account executives .

Posted 10/31/2026full-timeRemote • United StatesSenior💰 $175,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and mentoring sales teams, developing standardized sales processes, and building outbound pipelines in a B2B SaaS environment. Proficient in consultative selling, strategic partnerships, and utilizing AI for deal analysis and forecasting.

Highest-signal resume keywords

Field Sales Team ManagementB2B SaaS Sales ExperienceOutbound Pipeline DevelopmentConsultative SellingAI Solutions Selling

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process DevelopmentConsultative SellingPipeline MeasurementDeal-Risk AnalysisForecastingAccount ResearchCustomer StorytellingCo-SellingExecutive SponsorshipPricing Strategy

Soft Skills

CoachingMentoringStrategic ForesightCuriosityOwner's Mindset

Tools & Technologies

AIIPaaSMCPAutomation SolutionsCRM Software

Industry Keywords

B2BSaaSUnified CommerceField EventsStrategic Partnerships

About the role

Key responsibilities & impact

Lead, coach, and mentor a team of 7 to 10 strategic account executives
Recruit and top-grade the team, address underperformance, and build a high-performing sales culture
Develop and standardize sales processes for platform deals
Coach representatives on consultative selling, customer storytelling, co-selling, in-person plays, and executive sponsorship
Build measurable outbound new-logo pipeline and ABX programs with Marketing
Run field events and engage strategic systems integrators, alliances, and partners
Incorporate agents, MCP, and Ora into strategic deals and collaborate with agentic specialists, Customer Success, Professional Services, and partners
Feed successful use cases, personas, and objections back to Product
Structure partner deals as platform deals and hand off customers with adoption plans to Account Management and Customer Success
Own weekly pipeline inspection and forecast accuracy
Use AI for deal-risk analysis, forecasting, account research, call coaching, and personalized outreach
Identify new market segments, verticals, and use cases, including Unified Commerce
Advise on pricing, including AI pricing, and advocate for team needs
Report to the Head of NA Sales

Requirements

What you’ll need

5+ years of successfully managing a field sales team in a fast-growing B2B SaaS environment
Proven success selling iPaaS or platform solutions across multiple departments to net new customers, including large platform deals rather than point solutions
Track record of building outbound pipeline as a measured, repeatable source
Experience co-selling with strategic SIs, alliances, and a partner ecosystem
Strategic foresight and long-term decision-making
Ability to sell platform solutions rather than point integrations
Ability to measure pipeline sources, win rate, conversion, and outcomes
Curiosity about new markets, buyers, and technology
Ability to test new plays, segments, and messaging quickly
Owner's mindset and willingness to engage in critical deals and cross-functional revenue gaps
Fluency or quickly developing fluency in AI, agents, and MCP
Experience selling AI, agentic, or automation solutions is a plus
Experience selling to mid-market and enterprise eCommerce, Unified Commerce, and/or fast-growing SaaS companies is a plus

Benefits

Comp & perks

Remote-first culture
Three weeks of vacation (starting year one)
Wellness days and holidays
Parental leave
Generous benefits package
Monthly tech stipend
Recognition and career development opportunities
Lightspeed learning opportunities
Competitive compensation
Inclusive, high-growth work environment
Exceptional coworkers who challenge and inspire you daily