Director, Sales

Build your future with Sovos.

If you're seeking a career where innovation meets impact, you've come to the right place. As a global leader, Sovos is transforming tax compliance from a business requirement to a force for growth while revolutionising how businesses navigate the ever-changing regulatory landscape.

At Sovos, we're dedicated to more than just solving compliance challenges – we're committed to making a positive and lasting difference in everything we do. Our teams operate on the modern edge of digital technology, working not only to solve complex business challenges but also to enrich our personal, professional, and local communities.

Our purpose-built systems provide the tools you need to thrive in a world where governments demand increased visibility, faster reporting and greater control over business processes. Excited about the possibilities? So are we!

Don’t worry if you don't check all the boxes – apply anyway! We're focused on hiring the right people, not just the "right" resume. It's not about what you've done elsewhere; it's all about what you're capable of doing here.

The Work You'll Do:

The Sales Director, Enterprise Account Management, reports to the VP of Sales and is responsible for leading a high-performing team of Enterprise Account Managers focused on driving growth within Sovos' existing customer base. This leader is accountable for delivering expansion revenue through cross-sell, upsell, strategic account planning, and executive relationship management while ensuring exceptional customer outcomes.

The Sales Director will recruit, develop, coach, and inspire a team of Account Managers responsible for expanding Sovos' footprint across enterprise customers. This role partners closely with Customer Success, Professional Services, Sales Engineering, Product Management, Marketing, and Renewals to maximize customer value, accelerate product adoption, and drive long-term customer growth. Success in this role requires a strategic sales leader with a passion for developing talent, building high performing teams, accurately forecasting business, and creating a culture of accountability, collaboration, and customer obsession.

Job Responsibilities

Leadership & Talent Development

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.

Business Leadership

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.

Customer Growth & Executive Engagement

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.

Cross-Functional Leadership

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.

Operational Excellence

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.

Industry & Market Leadership

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.

Leadership Competencies

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.

Qualifications

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.

Preferred

Experience selling one or more of the following:

Tax automation and compliance software

Enterprise SaaS platforms

ERP applications and ecosystems (SAP, Oracle, Microsoft, Workday, or similar)

Financial or regulatory technology solutions

Working knowledge of:

Enterprise software architecture

SaaS business models

Financial systems

Sales and Use Tax or global tax compliance

Enterprise buying centers and procurement processes

Environmental Job Requirements and Working Conditions

Remote (United States)

Up to 40–50% travel for customer meetings, executive business reviews, industry conferences, internal meetings, and strategic planning sessions.

Ability to effectively utilize technology and collaboration platforms to lead distributed teams.

Ability to communicate complex business and technical concepts to executive audiences.

What Does Sovos Offer You?

The tools to enhance your life - because we want you to enjoy your life outside of work and inside!

An opportunity to work with a global team

Bi-Weekly Meeting Free Days!

Mentoring Programs

Globally recognised Training and Development programs

Benefits

Company Background

Sovos is a global provider of tax, compliance and trust solutions and services that enable businesses to navigate an increasingly regulated world with true confidence. Purpose-built for always-on compliance capabilities, our scalable IT-driven solutions meet the demands of an evolving and complex global regulatory landscape. Sovos’ cloud-based software platform provides an unparalleled level of integration with business applications and government compliance processes.

More than 100,000 customers in 100+ countries – including half the Fortune 500 – trust Sovos for their compliance needs. Sovos annually processes more than three billion transactions across 19,000 global tax jurisdictions. Bolstered by a robust partner program more than 400 strong, Sovos brings to bear an unrivaled global network for companies across industries and geographies. Founded in 1979, Sovos has operations across the Americas and Europe, and is owned by Hg and TA Associates. For more information visit http://www.sovos.com and follow us on LinkedIn and Twitter.