Strategic Sales Director

Pitney Bowes seeks a results-driven Strategic Sales Director based in Pennsylvania to drive national market expansion and strategic account growth. The role leads a team of account managers, defines territory strategy, and carries both personal and team quotas in a revenue-focused leadership capacity.

Responsibilities

• Acquire new strategic accounts by identifying, prospecting, and closing net-new logos across national markets.
• Expand into adjacent segments through targeted go-to-market plans and solution-based selling.
• Build and maintain a qualified pipeline with disciplined CRM usage and accurate forecasting.
• Lead consultative sales cycles with C-suite and VP-level stakeholders, delivering tailored value propositions and ROI-focused proposals.
• Represent the company at national industry events to enhance brand presence and generate qualified leads.
• Own retention and expansion within a portfolio of strategic accounts, identifying upsell and cross-sell opportunities.
• Lead renewals and contract negotiations while protecting margins and strengthening multi-threaded relationships.
• Serve as the executive escalation point for high-value account issues and coordinate cross-functional resolution.
• Develop and execute a national territory plan with clear targets for new logos, expansion revenue, and product mix.
• Partner with senior leadership on strategic planning, forecasting, and sales coverage design.
• Collaborate with marketing on demand generation, ABM programs, and product launch activation.
• Manage, coach, and develop a team of individual contributor account managers.
• Recruit and onboard top sales talent to build bench strength for succession planning.
• Maintain CRM accuracy and enforce pipeline standards across the team.
• Deliver weekly pipeline reviews and monthly business updates with clear visibility into revenue risk and upside.
• Track key performance indicators such as new logo acquisition, retention, pipeline coverage, win rate, and average deal size.
• Manage territory expenses responsibly and provide timely reporting.

Requirements

• 8+ years of business-to-business sales experience, including 3+ years in a director-level or senior sales leadership role.
• Proven success in new business development and strategic account management at a national scale.
• Consistent quota achievement across new logo and expansion revenue targets.
• Experience building and executing territory plans with measurable results.
• Strong consultative and solution-selling skills, ideally with MEDDIC, Challenger, or Value Selling frameworks.
• Experience leading and developing teams of individual contributors.
• CRM proficiency, preferably Salesforce, with comfort in pipeline reporting and data-driven decision making.
• Bachelor’s degree required; MBA preferred.
• Industry background in shipping, mailing, logistics, parcel technology, or document management is preferred.
• Familiarity with SaaS-based shipping or mailing platforms and experience selling into complex verticals is preferred.
• Experience entering adjacent or greenfield markets.

Technologies

• Salesforce

Benefits

• Opportunities for career growth and professional development.
• An inclusive environment that values diverse perspectives and ideas.
• Challenging assignments that contribute to the success of a transforming organization.
• Global benefits package, including PB Benefits and Wellbeing Programs.