[Remote] Director, Sales

Note: The job is a remote job and is open to candidates in USA. Axway is hiring a Director, Sales to lead regional new-logo acquisition and manage Account Executives and the SDR Manager. The role owns regional sales and sales development strategy, pipeline generation, customer acquisition, and revenue growth, with a focus on API management and AI governance.

Responsibilities

• Directly manage, recruit, coach, and develop high-performing hunter Account Executives, and directly manage the SDR Manager responsible for the regional SDR organization
• Establish shared accountability, execution standards, collaboration, and customer focus across Account Executive and SDR teams
• Conduct regular pipeline, deal, territory, and SDR performance reviews with Account Executives and the SDR Manager
• Create development plans for Account Executives and the SDR Manager to accelerate performance, leadership capability, and career growth
• Oversee onboarding, enablement, and ramp-to-productivity programs across the regional Sales and SDR organizations
• Foster a growth mindset and winning culture across both teams, ensuring clear handoffs and alignment from prospecting through deal closure
• Own net-new logo acquisition targets and associated revenue goals
• Develop and execute territory and market penetration strategies
• Own an integrated, scalable prospecting and pipeline generation motion across SDR and Account Executive activities
• Ensure consistent achievement of pipeline, bookings, and ARR objectives
• Identify whitespace opportunities and emerging market segments
• Drive sales strategies that position the Amplify Platform and AI Control Plane as the foundation for governed API and AI initiatives
• Establish forecasting discipline and maintain accurate sales projections
• Lead quarterly and annual business planning activities
• Monitor regional sales and SDR performance metrics, coach the SDR Manager, and implement corrective actions when necessary
• Set regional SDR priorities and performance expectations through direct management of the SDR Manager; align prospecting, lead qualification, handoffs, and pipeline development with Account Executive objectives
• Own SDR activity and conversion effectiveness, including prospecting productivity, meeting quality, lead-to-opportunity conversion, and pipeline contribution
• Partner with Marketing on campaigns, events, and demand generation initiatives
• Ensure effective use of CRM systems and sales methodologies
• Develop relationships with executive decision-makers within prospective accounts
• Support strategic sales opportunities and executive-level customer engagements
• Help customers define API modernization and AI adoption strategies that address security, policy enforcement, observability, compliance, data sovereignty, and governance at scale
• Position Axway against API management, AI security, and AI gateway competitors by articulating the business value of an enterprise AI Control Plane and unified governance approach
• Collaborate with Presales, Professional Services, Customer Success, Product Management, and Marketing teams
• Provide market feedback regarding customer needs, competitive trends, and product opportunities
• Support strategic initiatives designed to increase market awareness and growth
• Act as a key stakeholder in Amplify growth planning and execution

Skills

• 8+ years of enterprise software sales experience
• 3+ years leading high-performing enterprise sales teams, with demonstrated ability to manage frontline sales leaders or sales development managers
• Proven success managing sales teams focused on net-new logo acquisition
• Track record of consistently exceeding revenue and growth targets
• Experience selling API management, integration, cloud, SaaS, data, security, AI infrastructure, governance, or related enterprise technology solutions
• Strong understanding of enterprise software sales methodologies and complex sales cycles
• Demonstrated ability to recruit, coach, and retain top-performing sales talent
• Experience overseeing Sales Development/SDR performance and aligning SDR teams with Account Executives, Marketing, and Presales organizations
• Strong executive presence and communication skills
• Ability to operate effectively within a fast-paced, growth-focused environment
• Experience selling API management, integration platforms, AI infrastructure, AI security, or AI governance solutions
• Experience leading geographically distributed sales teams
• Familiarity with AI Control Plane concepts, AI governance, agentic AI, model and tool access, API governance, developer experience, compliance, and data sovereignty initiatives
• MBA or advanced business degree preferred

Benefits

• Health coverage
• Retirement plans
• Paid time off
• Flexible work
• Career development
• Global culture perks

Company Overview