Director of Sales

Overview

The Director, Amplify Growth Sales will lead regional new-logo acquisition efforts and directly manage a team of New Logo Account Executives and the SDR Manager. Reporting to the Regional Head of Sales, this leader will own Sales and sales development across the assigned region, expanding Axway’s market share in API management and AI governance.

This role develops and executes an integrated regional go-to-market strategy spanning prospecting, SDR pipeline creation, opportunity conversion, and new customer acquisition. The Director will build a high-performing sales culture, drive predictable pipeline generation, and deliver revenue growth across designated territories.

The successful candidate will bring a proven record of leading enterprise software sales teams, developing sales leaders and talent, and consistently exceeding revenue targets in competitive markets. They will align Account Executive and SDR execution and partner closely with Marketing, Presales, Customer Success, Product Marketing, and executive leadership to deliver a coordinated growth strategy.

Location: U.S.

Remote: Travel Required

Responsibilities

Lead and Develop the Team• Directly manage, recruit, coach, and develop high-performing hunter Account Executives, and directly manage the SDR Manager responsible for the regional SDR organization.• Establish shared accountability, execution standards, collaboration, and customer focus across Account Executive and SDR teams.• Conduct regular pipeline, deal, territory, and SDR performance reviews with Account Executives and the SDR Manager.• Create development plans for Account Executives and the SDR Manager to accelerate performance, leadership capability, and career growth.• Oversee onboarding, enablement, and ramp-to-productivity programs across the regional Sales and SDR organizations.• Foster a growth mindset and winning culture across both teams, ensuring clear handoffs and alignment from prospecting through deal closure.

Drive New Logo Growth• Own net-new logo acquisition targets and associated revenue goals.• Develop and execute territory and market penetration strategies.• Own an integrated, scalable prospecting and pipeline generation motion across SDR and Account Executive activities.• Ensure consistent achievement of pipeline, bookings, and ARR objectives.• Identify whitespace opportunities and emerging market segments.• Drive sales strategies that position the Amplify Platform and AI Control Plane as the foundation for governed API and AI initiatives.

Execute Sales Strategy• Establish forecasting discipline and maintain accurate sales projections.• Lead quarterly and annual business planning activities.• Monitor regional sales and SDR performance metrics, coach the SDR Manager, and implement corrective actions when necessary.• Set regional SDR priorities and performance expectations through direct management of the SDR Manager; align prospecting, lead qualification, handoffs, and pipeline development with Account Executive objectives.• Own SDR activity and conversion effectiveness, including prospecting productivity, meeting quality, lead-to-opportunity conversion, and pipeline contribution.• Partner with Marketing on campaigns, events, and demand generation initiatives.• Ensure effective use of CRM systems and sales methodologies.