This is a hands-on, front-line leadership role. You will coach reps through complex opportunities, drive disciplined pipeline and forecasting practices, and define the GTM playbook for how we operate in the 5–20K segment.

This role is foundational in shaping how we acquire, grow, and retain core enterprise customers,and how we scale this motion globally.

Key responsibilities include:

• Building, developing, and leading a high-performing team of Enterprise Account Directors focused on new business and strategic expansion within core enterprise accounts

• Establishing a strong coaching culture through structured 1:1s, deal reviews, and in-field engagement

• Defining and refining the GTM strategy for the core enterprise segment, including territory design, account prioritization, and coverage models

• Balancing new customer acquisition with expansion across existing accounts

• Driving operational rigor across pipeline and forecasting, setting clear expectations on activity, coverage, and deal quality

• Holding the team accountable for building and closing complex, multi-stakeholder opportunities

• Coaching reps through technical and often ambiguous deals, translating AI and API capabilities into clear business value for senior stakeholders

• Navigating enterprise considerations including security, compliance, and data governance

• Partnering closely with Marketing, Product, Finance, and Technical Success to drive pipeline generation, inform roadmap decisions, and ensure strong customer outcomes

You might thrive in this role if you:

• Have 15+ years of experience in enterprise sales or GTM leadership, including leading teams at scale

• Have a proven track record of driving revenue growth within mid-to-large enterprise segments

• Have experience building and scaling GTM motions in emerging or non-standard environments

• Are a strong operator, comfortable with forecasting, capacity planning, and data-driven execution

• Bring a low-ego, high-accountability leadership style and consistently build trust across teams

• Thrive in ambiguity and fast-moving, high-growth environments

• Have technical fluency (APIs, platforms, AI/ML concepts) and can engage credibly with senior technical and product stakeholders

• Ideally have experience in public company environments and/or consumption-based or platform sales models

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