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Senior Director, Sales
Upland Software. Lead the BA Insight sales organization and coach/develop Account Executives and Solutions Consultants .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in enterprise SaaS sales leadership, pipeline management, and complex negotiations, with a strong focus on developing sales talent and achieving revenue targets. Proficient in collaborating across multiple teams and ecosystems, particularly within Microsoft and AWS environments.
Highest-signal resume keywords
Enterprise SaaS Sales ExperiencePipeline ManagementComplex NegotiationsSalesforce ProficiencyExecutive Engagement
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota ManagementForecastingValue-Based SellingMEDDICC SellingBusiness Case DevelopmentMulti-ThreadingSales EconomicsEnterprise Solutions SellingData ConnectivityGenerative AI Enablement
Soft Skills
LeadershipCommunicationPresentationOrganizational SkillsInfluencing
Tools & Technologies
SalesforceMicrosoft 365Azure AIMicrosoft CopilotAWSAmazon BedrockAmazon Q
Industry Keywords
Enterprise SearchKnowledge DiscoveryDemand GenerationABM ProgramsCo-Sell MotionsPartner RelationshipsExecutive AlignmentMulti-Stakeholder Buying ProcessesAI InitiativesQuota-Carrying Account Executives
Tech Stack
Tools & technologiesAWSAzure
About the role
Key responsibilities & impact- Lead the BA Insight sales organization and coach/develop Account Executives and Solutions Consultants
- Collaborate with partner resources to achieve quarterly and annual revenue objectives
- Own territory planning, pipeline creation, deal inspection, qualification, forecasting, and Salesforce hygiene
- Coach complex enterprise opportunities through multi-stakeholder buying processes, executive alignment, business cases, evaluations/POCs, and commercial negotiations
- Build pipeline with Demand Generation through ABM programs, events, campaigns, target-account strategies, messaging, and marketing investments
- Influence SDR execution by establishing qualification standards, messaging, target-account priorities, and SDR-to-AE handoffs
- Develop the Microsoft and AWS ecosystem through partner relationships, co-sell motions, partner-influenced pipeline, and enterprise AI initiatives
- Partner with Product, Marketing, Customer Success, Services, and KCM leadership to align market strategy, product direction, customer needs, and sales execution
- Maintain market awareness across AI, enterprise search, data connectivity, knowledge discovery, competitive offerings, and enterprise technology priorities
- Serve as executive sponsor on strategic opportunities and build relationships with senior customer and partner executives
- Report to the General Manager and maintain a dotted-line relationship with the BA Insight product-line leader
Requirements
What you’ll need- 10+ years of enterprise SaaS sales experience, including experience leading sales teams
- Success managing teams of quota-carrying Account Executives and associated presales/technical resources
- Consistent track record of achieving or exceeding revenue targets while developing sales talent
- Experience selling complex enterprise solutions through multi-stakeholder buying processes involving business, IT, security, procurement, and executive leadership
- Strong command of pipeline management, forecasting, quota models, sales economics, and Salesforce
- Experience with value-based and MEDDICC-style selling, multi-threading, executive engagement, business-case development, and complex negotiations
- Executive presence and ability to engage CIO, CTO, data, AI, and business leaders
- Excellent leadership, communication, presentation, and organizational skills
- Ability to lead through direct authority and influence across Sales, SDR, Marketing, Product, and partner organizations
- Willingness to travel as needed to customers, partners, and industry events
- Direct experience working within Microsoft and/or AWS ecosystems, including partner, alliance, or co-sell motions
- Experience collaborating with Demand Generation and SDR teams to build qualified enterprise pipeline
- Experience with enterprise search, knowledge discovery, data connectivity, generative AI enablement, or adjacent enterprise software categories is a plus
- Experience with enterprise search/AI providers and/or familiarity with Microsoft 365, Azure AI, Microsoft Copilot, AWS, Amazon Bedrock, Amazon Q, or related enterprise AI technologies is a plus
- Previous formal sales methodology training and strong customer and partner references
- Bachelor’s or university degree preferred
Benefits
Comp & perks- Remote work supported
- Global culture of growth and possibility
- Opportunity to lead a focused enterprise sales organization at the intersection of AI, enterprise search, data connectivity, and Microsoft and AWS ecosystems