Note: The job is a remote job and is open to candidates in USA. Afiniti is a company that specializes in AI-driven solutions for enhancing customer interactions in contact centers. The Enterprise Sales Director role focuses on driving revenue growth through strategic engagement with enterprise and upper mid-market accounts, managing the full sales cycle from prospecting to deal closure.
Responsibilities
- Drive new revenue across enterprise and upper mid-market accounts through proactive prospecting and demand generation
- Open and expand accounts, generating pipeline via outbound activity, events, partner engagement, and BDR collaboration
- Identify, engage, and qualify high-value prospects, leading complex, consultative sales cycles with executive stakeholders
- Develop and execute strategic account plans aligned with go-to-market (GTM) priorities
- Partner cross-functionally with Sales Engineering, Marketing, Growth, Product, and Customer Success to ensure seamless deal execution and onboarding
- Build long-term client relationships focused on expansion, retention, and long-term partnership
- Lead pilot entry, validation, and conversion into contracted and expansion revenue
- Consistently exceed sales targets, delivering exceptional client experiences
- Track and deliver against success metrics including new logo ARR, pipeline coverage, forecast accuracy, pilot conversion, and expansion revenue
- Represent the company at industry events, conferences, and executive briefings
- Own an assigned industry segment or territory across enterprise and upper mid-market accounts
- Establish repeatable pipeline motions and industry positioning within assigned segment
- Orchestrate internal and external stakeholders to advance complex opportunities from initial engagement through close
Skills
- Bachelor's degree in Business, Marketing, Technology, or a related field (or equivalent practical experience)
- 8–12+ years of progressive experience in B2B technology sales, with a significant focus on enterprise and strategic accounts
- Demonstrated success selling complex, high-value solutions with long, multi-stakeholder sales cycles
- Proven ability to consistently exceed revenue targets and close seven-figure enterprise deals
- Strong experience in consultative, solution-based selling methodologies (e.g., MEDDPICC, Challenger, SPIN, Sandler)
- Experience working with CRM platforms (e.g., Salesforce, HubSpot) and advanced pipeline management tools
- Extensive experience in enterprise and mid-market B2B SaaS or enterprise technology sales, AI and Contact Centre technology
- Strong background in solution-based, consultative selling with complex products and long sales cycles
- Deep understanding of enterprise procurement processes and buying committees
- Consistent overachievement against annual and quarterly revenue targets
- Proven ability to build VP- and C-level relationships within strategic accounts
Company Overview