Director, Field Sales

📋 Description

• • CloudZero is at the forefront of addressing the escalating complexity of cloud cost management, a critical challenge amplified by accelerating cloud adoption and the burgeoning demand for AI workloads. We offer a robust SaaS platform that uniquely unifies cloud and AI cost management. By transforming raw usage and billing data from across cloud, SaaS, and PaaS providers into clear, actionable, and business-aligned insights, CloudZero empowers organizations to gain control over their cloud spend.
• • This is a rare and exciting opportunity to join a company with demonstrated product-market fit in a mission-critical sector. We are experiencing rapid expansion into a high-growth adjacent market, bolstered by significant AI tailwinds, yet we maintain a strategic independence from any single AI model or vendor. Our recent $50 million Series C funding, coupled with recognition as a top New England startup and Boston's Best Place to Work, underscores our strong trajectory and commitment to innovation and employee success. CloudZero is scaling rapidly, and we are actively seeking visionary leaders to help shape our future.
• • As the Director of Field Sales, you will play a pivotal role in leading and expanding CloudZero's Field Sales presence across a designated region. Reporting directly to the VP of Sales, your primary responsibility will be to build, manage, and inspire a high-performing team of Field Account Executives. This is a strategic leadership position where you will be entrusted with owning the strategy development, revenue generation, and successful execution for one of CloudZero's most critical and high-growth territories.
• • **Sales Strategy & Execution:**
• • Define, refine, and implement a comprehensive Go-To-Market (GTM) strategy tailored for your field sales team and assigned region, ensuring seamless execution and alignment with overarching company objectives.
• • Establish ambitious yet achievable regional sales targets and key performance indicators (KPIs), meticulously tracking progress and ensuring consistent alignment with overall company revenue goals and strategic priorities.
• • Forge strong, collaborative partnerships with cross-functional teams, including Marketing, Sales Operations, and Sales Engineering, to develop and execute specialized sales motions and campaigns designed to resonate with key accounts and strategic industries.
• • Proactively identify and pursue opportunities to expand CloudZero's market penetration within strategic industries and target accounts, driving significant revenue growth and market share.
• • **Team Leadership & Development:**
• • Attract, recruit, and onboard top-tier talent, building a world-class team of Enterprise Account Executives who are passionate about cloud cost management and driven by success.
• • Provide consistent, high-level coaching, mentorship, and performance management to your team members, empowering them to reach their full potential and consistently exceed their sales targets.
• • Cultivate and champion a team culture that emphasizes accountability, proactive collaboration, continuous learning, and a shared commitment to achieving excellence in all aspects of their work.
• • **Customer Engagement:**
• • Develop and nurture strong, trusted relationships with high-value prospects, key decision-makers, and strategic partners within your territory, acting as a trusted advisor.
• • Actively participate in critical sales engagements, including discovery calls, product demonstrations, executive-level meetings, complex negotiations, and deal closing activities, providing strategic guidance and support.
• • Offer executive-level engagement and sponsorship to support and accelerate strategic, high-impact deals, ensuring alignment with customer business objectives and CloudZero's value proposition.
• • **Forecasting & Reporting:**
• • Maintain a high degree of accuracy in sales forecasting for pipeline development and revenue generation, providing reliable predictions to senior leadership.
• • Regularly analyze, review, and refine sales metrics, dashboards, and reporting mechanisms to ensure optimal team performance and alignment with regional and company targets.
• • Deliver comprehensive and insightful reports to senior leadership, highlighting key achievements, challenges, market dynamics, and strategic recommendations for continuous improvement.
• • **Market Insights & Feedback:**
• • Actively monitor and analyze market trends, competitive landscapes, customer challenges, and emerging opportunities within your designated region.
• • Serve as a vital conduit for market intelligence, providing timely and actionable feedback to Product, Marketing, and Executive Leadership teams to inform product roadmap development, refine market positioning, and enhance overall business strategy.
• • This role requires an inspiring and results-oriented leader who thrives in a dynamic, fast-paced, and evolving startup environment. You will be expected to immerse yourself deeply in customer interactions and team dynamics, lead by example with integrity and a strong work ethic, and foster a culture of high performance and continuous improvement. The ideal candidate will be strategically located near a major airport, enabling efficient travel, and situated within or near a major metropolitan area that can serve as a talent hub for building out their team.