Strategic Sales Director

As Strategic Sales Director at Pitney Bowes, based in Texas on-site, you will lead national strategic accounts, shape a robust pipeline, and guide a team of account managers to drive growth and expansion. The role centers on executive-level engagements and consultative selling across national markets, with responsibility for expanding into adjacent segments and representing the company at industry events. You will partner with senior leadership on strategic planning, forecasting, and sales coverage design.

Responsibilities

• Acquire national strategic accounts by targeting, engaging, and closing new logos across the country.
• Grow into adjacent segments with focused go-to-market plans and solution-oriented selling.
• Develop and maintain a robust, qualified pipeline supported by disciplined CRM usage and reliable forecasting.
• Steer executive-level sales cycles with C-suite and VP stakeholders, presenting customized value propositions and ROI-driven proposals.
• Represent Pitney Bowes at national industry events to boost brand visibility and generate qualified leads.
• Own retention and growth within a portfolio of strategic accounts, spotting upsell and cross-sell opportunities.
• Manage renewals and negotiate contracts to protect margins while reinforcing multi-threaded relationships.
• Act as the executive escalation point for high-value accounts and coordinate cross-functional resolution.
• Create and implement a national territory strategy with explicit goals for new logos, expansion revenue, and product mix.
• Collaborate with executive leadership on strategic planning, forecasting, and sales coverage design.
• Work with marketing on demand generation, ABM programs, and activating product launches.
• Lead, coach, and develop a team of IC account managers through ongoing guidance.
• Recruit and onboard top sales talent to build bench strength and succession pipelines.
• Maintain accurate CRM data and uphold pipeline hygiene across the team.
• Conduct weekly pipeline reviews and monthly business updates that clearly show revenue risks and upside.
• Monitor KPIs such as new logo acquisition, client retention, pipeline coverage, win rate, and average deal size.
• Oversee territory expenses prudently and ensure timely reporting.

Requirements

• At least eight years of B2B sales experience, with three or more years in a director or senior sales leadership position.
• Demonstrated success in national-scale new business development and strategic account management.
• A track record of consistently meeting quotas for new logos and expansion revenue.
• Experience crafting and executing territory plans that deliver measurable results.
• Excellent consultative and solution-selling capabilities, preferably with MEDDIC, Challenger, or Value Selling approaches.
• Experience leading and developing teams of individual contributors.
• CRM proficiency, ideally Salesforce, with comfort in pipeline reporting and data-driven decisions.
• Bachelor’s degree required; MBA preferred.
• Industry experience in shipping, mailing, logistics, parcel technology, or document management is preferred.
• Knowledge of SaaS-based shipping or mailing platforms and selling into complex verticals is preferred.
• Experience entering adjacent or greenfield markets.

Technologies

• Salesforce

Benefits

• Career growth and professional development opportunities
• Inclusive environment that values diverse perspectives and ideas
• Challenging opportunities to contribute to the transformation of the organization
• Comprehensive global benefits through PB Benefits and Wellbeing Programs