Director, Enterprise Sales

📋 Description

• • Own the full enterprise sales cycle from first cold email to signed seven-figure contract, building and executing account plans that map Firework’s AI-powered video commerce platform to the strategic growth initiatives of Fortune 500 retailers and global CPG brands.
• • Generate and close a robust pipeline of $5M+ ARR annually by prospecting into new logos, re-igniting stalled opportunities, and expanding whitespace within existing customers—hitting 120%+ of quota for three consecutive years.
• • Orchestrate multi-threaded conversations across C-suite, VP Digital, VP E-commerce, Chief Marketing Officer, and Chief Technology Officer stakeholders, translating technical product capabilities into clear ROI stories that secure executive sponsorship and accelerate deal velocity.
• • Design and deliver tailored solution proposals, business cases, and procurement packages that navigate complex security, legal, and IT requirements typical of large enterprises, reducing sales cycle time by 25% through early objection handling and mutual action plans.
• • Partner elbow-to-elbow with Marketing to craft account-based campaigns, field events, and thought-leadership content that positions Firework as the category-defining leader in shoppable video and live commerce, driving 40% of pipeline from marketing-sourced leads.
• • Collaborate with Solutions Engineering and Customer Success to ensure seamless onboarding, technical integration, and early value realization—translating customer feedback into product roadmap priorities that influence 30% of new feature releases.
• • Travel 30–40% to client sites, industry conferences, and innovation workshops, building trust through in-person white-boarding sessions and live product demonstrations that convert skeptical executives into enthusiastic champions.
• • Maintain meticulous CRM hygiene (Salesforce) and forecast accuracy within 5% variance, using data-driven insights to refine territory strategy, pricing models, and competitive positioning in real time.
• • Mentor and up-level junior account executives by sharing best practices on outbound sequencing, discovery frameworks, and negotiation tactics, contributing to a culture of continuous learning and shared success.
• • Champion Firework’s mission to humanize digital commerce—evangelizing how interactive video reduces return rates, increases average order value, and deepens brand loyalty—while embodying our values of curiosity, resilience, and customer obsession.