Director, Sales - New Logo (Acquisition), North America

Overview

The Director, Sales - New Logo (Acquisition) is responsible for leading new customer acquisition and revenue growth across the Nexcess Managed Cloud business in North America. This role leads a team of approximately 5–8 Account Executives and owns team performance against monthly, quarterly, and annual recurring revenue and new business targets.

This is a hands-on, quota-carrying sales leadership role. The Director will recruit, onboard, coach, and develop Account Executives while remaining actively involved in customer conversations, opportunity strategy, commercial negotiations, and closing key deals.

The role will drive a disciplined, prospecting-led sales motion focused on mid-market organizations with revenue-critical and compliance-sensitive technology environments. Solutions include managed cloud, managed dedicated servers, private cloud, managed Windows and Linux workloads, compliance-ready infrastructure, and managed security services.

The Director will partner closely with Sales Engineering, Marketing, Sales Operations, Customer Success, and Technical Account Management to build pipeline, improve territory penetration, win competitive displacement opportunities, and convert new customers into durable recurring revenue relationships.

The compensation range for this position is between $175k-$225k base + commission.

Responsibilities

Revenue Growth & New Logo Acquisition

• Own new logo sales performance across North America, including MRC bookings, recurring revenue targets, pipeline generation, quota attainment, and territory coverage.
• Develop and execute sales plans designed to achieve or exceed monthly, quarterly, and annual new business targets.
• Establish appropriate pipeline coverage expectations based on quota, conversion rates, sales cycles, and territory opportunity.
• Drive consistent prospecting and new account development across the Account Executive team.
• Identify and develop competitive displacement opportunities within target markets.
• Expand opportunities across the Managed Cloud portfolio, including private cloud, compliance, security, and managed services.
• Balance revenue growth with contract quality, recurring revenue value, term, margin, and long-term customer potential.

Sales Execution & Deal Leadership

• Maintain an active role in strategic and complex opportunities by participating in customer meetings, opportunity strategy, solution development, commercial negotiations, and deal closure.
• Coach Account Executives throughout the sales cycle, from initial qualification and discovery through proposal, negotiation, and close.
• Partner with Sales Engineering to align technical solutions with customer business, infrastructure, security, and compliance requirements.
• Apply and reinforce MEDDPICC/MEDDICC or a comparable structured sales methodology across qualification, opportunity reviews, deal inspection, and stage progression.
• Establish consistent expectations for opportunity quality, next steps, stakeholder engagement, decision criteria, and close planning.
• Support Account Executives in navigating technical and executive-level customer conversations.
• Develop repeatable sales plays for target segments and competitive scenarios.

Sales Team Leadership & Performance

• Lead, coach, and develop a team of approximately 5–8 Account Executives responsible for new logo acquisition.
• Establish clear individual expectations for quota attainment, pipeline creation, activity, territory coverage, forecasting, and sales execution.
• Conduct regular one-on-ones, pipeline reviews, deal reviews, coaching sessions, and performance discussions.
• Identify performance gaps early and establish clear coaching, development, and performance improvement expectations.
• Recognize high performance and develop Account Executives with the capability and interest to take on expanded responsibilities or future leadership opportunities.
• Build a collaborative, accountable sales culture focused on execution, continuous improvement, and customer outcomes.

Recruiting, Onboarding & Development

• Maintain an active pipeline of qualified Account Executive candidates to support approved growth and anticipated backfill needs.
• Partner with PX and leadership to identify hiring needs, territory coverage gaps, and potential performance-related staffing risks.
• Lead the onboarding and early development of newly hired Account Executives.
• Establish target accounts and territory penetration plans with new Account Executives within their first 90 days.
• Partner with Sales Enablement, Marketing, and Sales Operations to establish individualized development plans covering product knowledge, methodology, competitive positioning, pipeline development, and forecasting.
• Coach through call reviews, customer meetings, opportunity inspection, deal strategy, and regular performance discussions.
• Ensure new Account Executives demonstrate proficiency in core selling competencies within approximately 45 days and progress toward full productivity within approximately 90 days.

Territory, Pipeline & Forecast Management

• Manage the North American territory model to ensure appropriate alignment between market opportunity, Account Executive capacity, pipeline expectations, and quota.
• Monitor territory penetration and identify areas requiring increased prospecting, campaign support, account development, or resource allocation.
• Maintain visibility into pipeline health, coverage, velocity, conversion, deal risk, and expected bookings.
• Prepare and deliver accurate weekly forecasts to the VP of Sales, including commit, best-case, pipeline risk, and expected bookings.
• Establish a consistent forecast cadence and hold Account Executives accountable for forecast quality and accuracy.
• Ensure Salesforce opportunities, activity, stage progression, next steps, close dates, and forecasting information are complete and current.
• Use sales data and performance trends to identify risks, opportunities, and areas requiring leadership intervention.

Go-to-Market & Market Development

• Develop sales strategies for priority customer segments, including complex commerce, healthcare and compliance-driven organizations, SaaS businesses, professional services organizations, and businesses operating mission-critical applications.
• Partner with Marketing on campaigns, account-based programs, lead generation, competitive positioning, and coordinated go-to-market initiatives.
• Translate customer, market, and competitive insights into actionable recommendations for sales strategy, messaging, product positioning, and pricing.
• Identify emerging market opportunities and recommend adjustments to territories, sales plays, targeting, or resource allocation.
• Represent Nexcess Managed Cloud in strategic customer meetings, industry events, and partner conversations.

Cross-Functional Partnership & Customer Lifecycle

• Partner closely with Sales Engineering throughout technical discovery, solution design, and opportunity development.
• Collaborate with Marketing and Sales Operations to improve pipeline generation, sales execution, reporting, and overall go-to-market effectiveness.
• Partner with Customer Success and Technical Account Management teams to ensure clean handoffs from new business acquisition into the post-sale customer lifecycle.
• Establish clear expectations for transferring customer objectives, technical requirements, commitments, risks, and expansion opportunities to post-sale teams.
• Support land-and-expand strategies that position new customers for broader adoption of Nexcess services over time.
• Provide leadership with recurring feedback regarding customer needs, competitive activity, pricing considerations, and barriers to growth.

Additional Expectations

• Demonstrates and promotes the company's Impact Behaviors in all interactions and decision-making.
• • Design
  • Ownership
  • First Team
  • Performance
• Maintains a professional, collaborative, and client-focused approach while supporting team and organizational objectives.
• Performs other duties, responsibilities, and special projects as assigned to meet business needs.

Qualifications

Required

• 7+ years of experience selling technology solutions or services in a recurring-revenue environment.
• 3+ years of sales leadership, sales management, or equivalent experience leading and developing quota-carrying sales professionals.
• Bachelor’s degree in Business, Technology, Marketing, or a related field. 
• • Equivalent combination of relevant education and professional experience will be considered.
• Demonstrated success building new logo pipeline and acquiring new customers through prospecting-led sales motions.
• Experience leading sales teams responsible for monthly, quarterly, and annual revenue or bookings targets.
• Experience actively selling alongside direct reports and supporting opportunity development, negotiation, and deal closure.
• Demonstrated experience using a structured sales methodology such as MEDDPICC or MEDDICC for qualification, deal inspection, and coaching.
• Experience managing sales forecasts, pipeline coverage, opportunity stages, and team-level commit processes.
• Experience with Salesforce or a comparable CRM platform.
• Strong understanding of recurring revenue models, including MRC and ARR, term-based agreements, discounting, and margin considerations.
• Experience coaching, setting performance expectations, evaluating results, and addressing performance gaps within a sales team.
• Ability to communicate effectively with technical stakeholders, business leaders, and executive decision-makers.
• Experience working cross-functionally with Sales Engineering, Marketing, Sales Operations, Customer Success, or similar teams.

Preferred

• Experience selling managed hosting, managed cloud, dedicated servers, IaaS, MSP services, private cloud, or similar infrastructure solutions.
• Experience selling managed Windows, Linux, database, virtualization, or hyperconverged infrastructure solutions.
• Experience selling compliance-driven infrastructure supporting PCI, HIPAA, SOC, or similar requirements.
• Experience selling managed security solutions, including firewall, backup and disaster recovery, endpoint protection, EDR, or MDR services.
• Experience developing and executing competitive displacement or incumbent takeout strategies.
• Experience leading high-velocity mid-market sales teams managing multiple active opportunities and closes per representative.
• Experience selling to IT Directors, infrastructure leaders, technical founders, business owners, CFOs, and other technical or executive decision-makers.
• Experience building or expanding sales teams, territories, or go-to-market motions within a growing or evolving technology organization.

Key Performance Indicators

• Monthly, quarterly, and annual new logo MRC bookings attainment.
• Individual and team quota attainment.
• New logo revenue growth.
• Pipeline creation and pipeline coverage against quota.
• Forecast accuracy and consistency of weekly commit.
• Account Executive ramp time and time to first productive selling activity.
• Territory penetration and new account acquisition.
• Competitive displacement wins.
• Average deal value, recurring revenue, contract term, and margin quality.
• Attach and expansion opportunities involving private cloud, compliance, security, and managed services.
• Sales team retention, development, and performance progression.
• Salesforce data quality and sales process adherence.

Work Environment

The physical demands described here are representative of those that must be met by an individual to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population

Disclaimer

This job description is only a summary of the typical functions of the position. It is not intended to be an exhaustive or comprehensive list of all job responsibilities, tasks, or duties. Additional duties and tasks may be assigned as part of the job function. Liquid Web Inc. reserves the right to modify, interpret, or apply this job description in a way that best supports the organizational needs. The job description in no way creates or implies an employment contract. The employment contract remains “at will”. 

Equal Employment Opportunity Policy: Liquid Web is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.