Director of Sales - Account Executive, New Business

The Role

We are seeking an experienced and driven Director of Sales – Account Executives to build, lead, and scale our team of quota-carrying Account Executives focused exclusively on winning net-new logos onto Microsoft Dynamics ERP solutions (Business Central and Finance & Supply Chain Management). This role owns new-business pipeline generation, sales execution, forecasting, and team performance for the hunting motion.

The ideal candidate is a proven sales leader who has built and scaled a new-logo, account-based hunter-focused Account Executive team in complex, consultative B2B software sales, ideally within ERP, SaaS, or professional services. This person will bring systematic disciplined approach to pipeline generation, sales process, and forecasting while coaching AEs to run a disciplined, consultative sales cycle from first touch to signed contract.

Key Responsibilities

• Recruit, hire, onboard, and lead a team of net-new logo Account Executives; provide ongoing coaching on prospecting, qualification, discovery, and complex deal execution.

• Build and drive the new-business pipeline generation strategy in partnership with Marketing and the SDR/BDR team, ensuring sufficient qualified pipeline coverage against quota at all times.

• Own team quota attainment, bookings targets, and forecast accuracy; report regularly to the VP of Sales on pipeline health, deal progression, and results.

• Enforce a consistent sales methodology and a repeatable sales process across the team, from first touch through signed contract.

• Define territory and account assignment rules for net-new prospecting, and maintain clean handoff boundaries with the Account Management team so existing clients and active accounts are never worked as "new logos."

• Own the close-to-onboarding handoff process, ensuring a smooth transition of new customers to the Account Management and Implementation teams with accurate, complete CRM records.

• Partner with Pre-sales Engineers on discovery strategy, demo alignment, and win themes for target prospects and competitive deals.

• Drive competitive positioning against other ERP vendors and Microsoft Dynamics implementation partners, equipping the team with battlecards and win/loss insights.

• Set clear individual and team KPIs - pipeline management, win rate, average deal size, sales cycle length, quota attainment - and run a consistent cadence of 1:1s, pipeline reviews, and forecast calls.

• Collaborate with Sales Enablement and Marketing to keep messaging, collateral, and demo talk tracks current and effective.

• Partner with RevOps/Sales Operations on territory design, compensation plan structure, and CRM/reporting accuracy for the new-business motion.

• Represent the company at industry events, trade shows, and partner conferences to build market presence and generate net-new pipeline.

• Maintain rigorous CRM hygiene and forecasting discipline across the team (HubSpot).

Qualifications & Experience

• Bachelor's degree in Business, Sales, Marketing, or a related field

• 7+ years of B2B software/technology sales experience, with a strong track record in net-new logo acquisition (ERP, SaaS, or complex enterprise software preferred).

• 3+ years of experience leading and scaling a quota-carrying, new-business Account Executive team.

• Demonstrated success building repeatable, metrics-driven sales processes — pipeline generation, forecasting, and sales methodology.

• Experience selling or supporting the sale of Microsoft Dynamics ERP (Business Central and/or Finance & Supply Chain Management) or comparable ERP platforms strongly preferred.

• Proven ability to recruit, hire, and ramp new sales talent quickly and effectively.

• CRM and sales engagement tools (HubSpot), forecasting methodology, and sales analytics.

• Excellent coaching, negotiation, and executive-presence communication skills.

• Ability to travel for client meetings, industry events, and trade shows as needed.

Preferred Skills

• Experience competing against other Microsoft Dynamics partners, NetSuite, Sage Intacct, Acumatica, or similar mid-market/enterprise ERP competitors.

• Fluency in a structured sales methodology (MEDDIC/MEDDPICC, Challenger, Command of the Message, etc.).

• Experience partnering with SDR/BDR leadership on outbound pipeline generation and lead qualification.

• Background in channel/partner-based or VAR/reseller software sales models.

• Familiarity with value-based and consultative selling in long, multi-stakeholder sales cycles.

The Perks:

• Stellar Salary: Get ready to be rewarded handsomely, with a competitive salary ranging from $150k - $185k USD per year. Your skills and experience are pure gold, and we want to show you the appreciation you deserve.

• Super Healthcare Benefits: Say goodbye to worries about medical, dental, and vision costs. We've got your back with access comprehensive healthcare coverage, and yours is covered!

• Retirement Treasure: Invest in your future with access to a 401(k)-retirement plan. Your financial security is important, and we're here to help you build it.

• Time to Chill: We believe in the power of relaxation. Enjoy generous paid time off for vacations, holidays, and those inevitable sick days. Work hard, but don't forget to play hard!

• Remote Work Magic: Embrace the freedom to work remotely from the location of your choice.

Who we are:

We've been on an exciting mission since 1987 to partner with customers as they transform and grow their businesses. As a Microsoft Solution Partner, we’re recognized as a top partner. We owe that success to our team of 150+ Microsoft Dynamics 365 and Power Platform solutions experts who pair business needs with system capabilities to create the recipe for success. We are continuously innovating to maximize our customers’ technology investments. From our IP products to our teams who always have a little fun, we are not your average ERP company.

We encourage you to apply even if you feel that you do not meet all of the above qualifications. Frequently cited statistics show that women and underrepresented groups are more likely to only apply to jobs if they meet 100% of the listed qualifications. Western Computer encourages you to break that statistic and to apply. No one ever meets 100% of the requirements. We look forward to your application!