Note: The job is a remote job and is open to candidates in USA. Sovos Latinoamérica is a global leader in transforming tax compliance, and they are seeking a Sales Director for Enterprise Account Management. The role involves leading a team of Enterprise Account Managers to drive growth within existing customers, focusing on expansion revenue and exceptional customer outcomes.
Responsibilities
- Recruit, hire, onboard, coach, and retain a high-performing team of Enterprise Account Managers
- Establish a culture of accountability, collaboration, continuous learning, and execution excellence
- Conduct regular one-on-one coaching sessions, opportunity inspections, pipeline reviews, and career development planning
- Develop and execute performance improvement plans where appropriate while recognizing and rewarding high performance
- Foster an inclusive, customer-first culture that reflects Sovos' values
- Lead the team to consistently achieve and exceed expansion revenue targets, Net Revenue Retention (NRR), and annual sales objectives
- Drive strategic account planning across the portfolio to identify whitespace opportunities, product expansion, and executive engagement strategies
- Ensure disciplined forecasting through CRM hygiene, pipeline management, and opportunity inspection
- Monitor key business metrics including expansion ARR, pipeline coverage, forecast accuracy, customer penetration, and sales productivity
- Inspect deals throughout the sales cycle and provide executive guidance on complex enterprise opportunities
- Lead the team in expanding existing enterprise customer relationships through cross-sell, upsell, and strategic growth initiatives
- Build and maintain executive-level relationships with key customer stakeholders to strengthen long term partnerships
- Partner with Customer Success and Professional Services to maximize customer adoption, business value, and retention
- Support the team in navigating complex enterprise buying processes involving multiple business and technical stakeholders
- Personally engage in executive-level customer meetings for strategic opportunities when appropriate
- Partner closely with Customer Success, Professional Services, Product Management, Marketing, Renewals, Finance, and Sales Engineering to deliver an exceptional customer experience
- Collaborate with Product and Executive Leadership to provide customer insights that influence product strategy and roadmap priorities
- Drive alignment across internal teams to remove obstacles and accelerate customer success
- Maintain accurate forecasting and pipeline visibility across the organization
- Drive consistent execution of Sovos' sales methodology and opportunity qualification framework
- Ensure data integrity within CRM and sales systems
- Lead quarterly business reviews, territory planning, account planning, and business inspections
- Continuously identify opportunities to improve sales processes, productivity, and operational efficiency
- Maintain deep knowledge of indirect tax, regulatory compliance, SaaS technology, and enterprise software trends
- Represent Sovos at executive customer events, industry conferences, and strategic partner engagements
- Build strong relationships with strategic consulting partners, system integrators, and alliance organizations that influence customer success
- Demonstrate integrity and ethical leadership in every interaction
- Lead with accountability, resilience, and a continuous improvement mindset
- Inspire high levels of engagement, collaboration, and performance
- Foster innovation and encourage new approaches that improve customer and business outcomes
- Promote a culture focused on customer success, operational excellence, and team development
Skills
- Bachelor's degree in Business, Information Systems, Accounting, Marketing, or a related field preferred
- 7+ years of enterprise software sales experience, including experience selling complex SaaS solutions into Fortune 1000 organizations
- 5+ years of successful leadership experience managing Enterprise Account Management or Enterprise Sales teams
- Proven success leading teams responsible for expansion revenue, cross-sell, upsell, and strategic account growth
- Demonstrated ability to recruit, coach, develop, and retain top-performing sales professionals
- Strong executive presence with experience building C-level customer relationships. Experience leading accurate forecasting, pipeline management, and business inspections
- Strong understanding of enterprise sales methodologies such as MEDDPICC, Challenger, or similar frameworks
- Ability to manage multiple complex enterprise sales engagements simultaneously
- Experience selling one or more of the following: Tax automation and compliance software
- Experience selling one or more of the following: Enterprise SaaS platforms
- Experience selling one or more of the following: ERP applications and ecosystems (SAP, Oracle, Microsoft, Workday, or similar)
- Experience selling one or more of the following: Financial or regulatory technology solutions
- Working knowledge of: Enterprise software architecture
- Working knowledge of: SaaS business models
- Working knowledge of: Financial systems
- Working knowledge of: Sales and Use Tax or global tax compliance
- Working knowledge of: Enterprise buying centers and procurement processes
Benefits
- An opportunity to work with a global team
- Bi-Weekly Meeting Free Days!
- Mentoring Programs
- Globally recognised Training and Development programs
- Benefits
Company Overview