Strategic Sales Director

Responsibilities

• Secure new strategic accounts across national markets by identifying targets, pursuing prospects, and closing net-new deals.
• Grow into adjacent segments through targeted go-to-market plans and solution-based selling.
• Develop and maintain a robust pipeline with disciplined CRM practice and reliable forecasting.
• Drive consultative sales cycles with C-suite and VP-level stakeholders, delivering tailored value propositions and ROI-driven proposals.
• Represent the company at national industry events to boost brand visibility and generate qualified leads.
• Own retention and expansion within a strategic account portfolio, uncovering upsell and cross-sell opportunities.
• Oversee renewals and negotiate contracts while protecting margins and deepening multi-threaded relationships.
• Act as the executive escalation point for high-value account issues and coordinate cross-functional resolution.
• Develop and execute a national territory plan with targets for new logos, expansion revenue, and product mix.
• Collaborate with senior leadership on strategic planning, forecasting, and sales coverage design.
• Coordinate with marketing on demand generation, ABM programs, and product launch activation.
• Lead and develop a team of individual contributor account managers.
• Recruit and onboard top sales talent and build succession-ready bench strength.
• Maintain CRM accuracy and enforce pipeline discipline across the team.
• Provide weekly pipeline reviews and monthly business updates with clear visibility into revenue risk and upside.
• Monitor KPIs such as new logo acquisition, retention, pipeline coverage, win rate, and average deal size.
• Manage territory expenses responsibly and ensure timely reporting.

Requirements

• Eight or more years of B2B sales experience, with at least three years in a director-level or senior sales leadership role.
• Proven success in nationwide new business development and strategic account management.
• Consistent track record of meeting quotas for new logos and expansion revenue.
• Experience crafting and executing territory plans with measurable outcomes.
• Strong consultative and solution selling abilities, with familiarity with MEDDIC, Challenger, or Value Selling approaches.
• 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 experience in shipping, mailing, logistics, parcel technology, or document management preferred.
• Familiarity with SaaS shipping or mailing platforms and selling into complex verticals preferred.
• Experience entering adjacent or greenfield markets.

Technologies

• Salesforce

Benefits

• Opportunity to grow and develop your career
• Inclusive environment that encourages diverse perspectives and ideas
• Challenging and unique opportunities to contribute to the success of a transforming organization
• Comprehensive benefits globally (PB Benefits and Wellbeing Programs)

You are

A revenue driven sales leader focused on growing national markets, acquiring new strategic accounts, and expanding existing relationships. You guide a team of account managers, define the territory strategy, and carry both personal and team quotas. You balance disciplined execution with strategic market expansion and influence go to market decisions across the organization.