This role is responsible for designing and running the enterprise GTM architecture across RevOps, sales performance, and cross-functional execution, ensuring Scale's largest and most strategic accounts are engaged with rigor, consistency, and impact.

The GTM Architect will bring a strong point of view on how Scale engages enterprise accounts, how performance is measured, and how teams operate day-to-day to drive predictable growth. Over time, this role will have the opportunity to build and lead a GTM / RevOps team.

Responsibilities:

• Own and evolve Scale's enterprise GTM operating model, including account engagement strategy, funnel design, and sales execution standards

• Design and manage the enterprise RevOps systems stack (e.g., CRM, forecasting, reporting, planning tools) to support scalable growth

• Define, track, and operationalize core enterprise GTM metrics across pipeline health, deal velocity, forecast accuracy, and rep productivity

• Establish and run sales operating cadences including pipeline reviews, forecast calls, QBRs, and performance reviews

• Partner with Sales Leadership and Finance to design, implement, and maintain enterprise sales compensation plans, including quota governance and attainment reporting

• Build executive-level dashboards and reporting to support GTM decision-making and leadership visibility

• Serve as a strategic thought partner to Enterprise Sales leaders, bringing a strong opinion on how accounts should be covered, prioritized, and engaged

• Act as the connective tissue across Sales, Marketing, Finance, Product, and Solutions Engineering for enterprise GTM planning and execution

• Support annual and quarterly planning efforts including territory design, capacity modeling, headcount planning, and quota setting

• Ensure data integrity, process clarity, and operational discipline across all enterprise GTM motions

Ideally, You Will Have:

• 8–12+ years of experience in RevOps, Sales Ops, or GTM Strategy roles, with deep exposure to enterprise sales environments

• Experience supporting complex, multi-stakeholder enterprise sales motions in high-growth B2B SaaS or platform companies

• Proven ownership of sales systems, forecasting, and performance measurement at scale

• Hands-on experience designing and managing enterprise sales compensation plans and reporting

• Strong understanding of enterprise GTM metrics, planning cycles, and operating cadences

• A clear point of view on how enterprise accounts should be engaged and how to operationalize that engagement at scale

• Comfort influencing senior sales leaders and executives without direct authority

• Excellent written and verbal communication skills, including experience building executive-level materials and dashboards

• Strong command of GTM systems and tools (e.g., Salesforce, Clari, planning and reporting tools)

• High attention to detail paired with the ability to operate at a strategic altitude

• Demonstrated ability to operate as a senior IC with the ambition and capability to build and lead a team over time

• Technical curiosity or experience working alongside technical products and teams; familiarity with AI, ML, or data platforms is a plus

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is: $176,000-$220,000 USD

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As a Director, Enterprise Sales, West, you will be a front-line leader, leading a team of Enterprise Account Executives who drive new enterprise business and expand key accounts with Cresta. The Director, Enterprise Sales will provide strategic direction and coaching for the team, drive team performance aligned with business outcomes, manage operational execution, and partner closely with key stakeholders and cross-functional teams.

Responsibilities:

• Recruit, hire, develop, and empower a team of Enterprise Account Executives to consistently surpass Cresta’s revenue targets
• Foster a culture of high accountability by establishing clear expectations for achievement and advocating for a disciplined and scalable process across teams
• Scale strategic and enterprise sales process from early traction to a repeatable and predictable sales machine, exceeding ARR targets
• Lead and define an effective finely-tuned sales hiring process
• Attract 2-3 AE’s within the first 90 days from your own network
• Build a team of up to 7 AE's within the next 12 months
• Promote excellence in sales through value-based selling and MEDDPICC methodologies
• Collaborate with senior leaders in Marketing, Customer Success, Alliances, Product, and Revenue Operations to create an effective Enterprise GTM strategy
• Ensure flawless sales execution for complex multi-stakeholder deals while laying the groundwork for enterprise account growth
• Encourage team to take ownership of Enterprise pipeline generation and foster effective SDR collaboration for efficient prospecting, identification, qualification, and sustainable pipeline development
• Provide accurate forecasts to the executive leadership team, demonstrating a deep understanding of the Enterprise business across the region
• Work closely with our Partner leadership teams to achieve successful co-selling efforts

Qualifications:

• Over 5 years of enterprise sales leadership experience, including a consistent track record of recruiting and retaining high-performing enterprise sellers
• Proven success in managing sales teams with minimum $1.25m ARR quotas, selling technical solutions to large, complex enterprises
• Experience leading teams at high-growth software companies of similar size
• Master of hiring of Enterprise AE's
• Knows and can show evidence of sourcing, bringing in, closing, and building large teams of Enterprise AE's
• Demonstrated history of consistent overachievement as both an enterprise seller and a leader, with teams consistently exceeding revenue targets and advancing their careers under your guidance
• A natural ability to lead and motivate sales leaders and sellers through continuous growth and change
• A hands-on leader who eagerly engages in deals directly connects with Economic Buyers and provides the necessary support and executive connection to close new opportunities and expand relationships with Enterprise companies
• Experience in cross-functional collaboration and co-selling with external partners to establish an Enterprise business from the ground up
• Expertise in both land and expand sales strategies, an insatiable curiosity about our customers, and a data-driven vision for how - Cresta can drive positive business outcomes in the Enterprise sector
• Experience in cultivating and championing an outbound selling culture and driving accountability for qualified pipeline generation
• An unwavering commitment to achieving great results rather than settling for good ones
• Willingness and expectation to travel (approx. 30%)

Perks & Benefits:

We offer a comprehensive and people-first benefits package to support you at work and in life:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Flexible PTO to take the time you need, when you need it
• Paid parental leave for all new parents welcoming a new child
• Retirement savings plan to help you plan for the future
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• In-office meal program and commuter benefits provided for onsite employees

Compensation at Cresta:

Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table. The posted base salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family. This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.

OTE Range: $330,000 – $380,000 + Offers Equity

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You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.' Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning
• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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Responsibilities:

• Lead, coach, and develop a team of senior account executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with product, marketing, customer success, enablement, and pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression, helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to sales leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning

Requirements:

• 5+ years of first-line enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with product, customer success, pricing, and marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and a team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.' Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

This role will be based in one of our Brex offices , San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning
• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and team-first mindset

Compensation: The expected OTE range for this role is $280,000 - $332,500. The starting wage will depend on a number of factors including the candidate’s location, skills, experience, market demands, and internal pay parity.

XML job scraping automation by YubHub

You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.' Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

Responsibilities:

• Lead, coach, and develop a team of senior account executives focused on complex, multi-stakeholder sales cycles
• Hire, onboard, and scale an enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance
• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline
• Partner cross-functionally with product, marketing, customer success, enablement, and pricing to align on roadmap gaps, pricing strategy, and implementation readiness
• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team
• Serve as a trusted thought partner to sales leadership, helping absorb execution complexity while upleveling team operations and morale
• Promote a performance culture rooted in accountability, ownership, and continuous learning

Requirements:

• 5+ years of first-line enterprise sales leadership experience; direct management of AEs required
• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction
• Skilled at multithreading, deal coaching, and navigating internal influence
• Thrives in ambiguity; able to simplify complex problems and communicate with precision
• Comfortable delivering results in environments with evolving product-market fit
• Experience partnering cross-functionally with product, customer success, pricing, and marketing
• Strong balance of executive presence and tactical execution
• Low-ego, high-ownership leader who leads with clarity, accountability, and team-first mindset

Compensation: The expected OTE range for this role is $280,000 - $332,500.

XML job scraping automation by YubHub

You will coach your team through ambiguous, multi-threaded sales cycles and partner cross-functionally to unlock high-value opportunities. You will help shape deal strategy, drive pipeline inspection rigor, and directly engage in critical opportunities to model 'what good looks like.'

Your success will depend on your ability to balance frontline involvement with executive alignment , while hiring and scaling top-tier talent and reinforcing a culture of ownership and accountability.

This role will be based in one of our Brex offices , San Francisco, Seattle, New York, Vancouver, or Salt Lake City. We are a hybrid environment that combines the energy and connections of being in the office with the benefits and flexibility of working from home. We currently require a minimum of three coordinated days in the office per week, Monday, Wednesday and Thursday. As a perk, we also have up to four weeks per year of fully remote work.

Responsibilities:

• Lead, coach, and develop a team of ~5 Senior Account Executives focused on complex, multi-stakeholder sales cycles

• Hire, onboard, and scale an Enterprise AE team with a strong emphasis on accountability, execution rigor, and high standards of performance

• Design, improve, and drive systems for outbound rigor, pipeline inspection, and forecast discipline

• Partner cross-functionally with Product, Marketing, Customer Success, Enablement, and Pricing to align on roadmap gaps, pricing strategy, and implementation readiness

• Play a hands-on role in deal progression , helping unblock critical opportunities and providing strategic guidance to your team

• Serve as a trusted thought partner to Sales Leadership, helping absorb execution complexity while upleveling team operations and morale

• Promote a performance culture rooted in accountability, ownership, and continuous learning

• Bring clarity to deals in motion and remove organizational blockers

Requirements:

• 5+ years of first-line Enterprise sales leadership experience; direct management of AEs required

• Proven track record in complex B2B sales environments with long cycles, multiple stakeholders, and internal friction

• Skilled at multithreading, deal coaching, and navigating internal influence

• Thrives in ambiguity; able to simplify complex problems and communicate with precision

• Comfortable delivering results in environments with evolving product-market fit

• Experience partnering cross-functionally with Product, Customer Success, Pricing, and Marketing

• Strong balance of executive presence and tactical execution

• Low-ego, high-ownership leader who leads with clarity, accountability, and a team-first mindset

Compensation: The expected OTE range for this role is $316,400 - $375,725.

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