Sales Director

Solace

Sales Director winning enterprise accounts for Solace’s real-time data and AI platform. Driving consultative sales, complex negotiations, and AI-ready infrastructure adoption.

Posted 9/4/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in consultative selling and building strong executive relationships, with a proven track record in closing large, complex deals within the Enterprise IT space. Familiarity with the MEDIC / MEDDPICC sales process and ability to lead negotiations are essential for driving sales success.

Highest-signal resume keywords

Consultative SellingExecutive Relationship BuildingClosing Large Complex DealsSales Success in IT CompaniesFamiliarity with MEDIC / MEDDPICC

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process ManagementTerritory and Account PlanningPipeline DevelopmentRevenue AttainmentProfit Margin ManagementCustomer Satisfaction GoalsMiddleware Products SalesNegotiation SkillsEvent-Driven ArchitectureAI-Ready Infrastructure

Soft Skills

Interpersonal SkillsTeam LeadershipCollaboration

Certifications & Qualifications

Bachelor’s Degree or Equivalent

Industry Keywords

Enterprise ITClient Relationship ManagementBusiness DevelopmentComplex Deal NegotiationClient Wallet Share

About the role

Key responsibilities & impact

Establish, cultivate, and improve Solace’s relationships with clients
Identify new business opportunities with new and existing clients
Lead the sales process from start to finish
Develop and execute territory and account plans
Build pipeline and attain revenue, profit margin, client wallet share, and customer satisfaction goals
Win new business and expand existing customer relationships
Build working-level and executive-level client relationships
Negotiate complex deals
Collaborate with pre-sales engineers and other team members
Position Solace’s platform as an enabler of event-driven architecture and AI-driven initiatives
Demonstrate how Solace’s platform supports modern AI-ready infrastructure

Requirements

What you’ll need

Consultative selling
Ability to build strong executive relationships
Proven ability to close large, complex deals
Track record in selling middleware products, solutions, and services
Exceptional interpersonal skills with a proven ability to connect with clients
Ability to pull together a team and lead complex negotiations
Bachelor’s degree or equivalent
5+ years of experience managing client relationships in the Enterprise IT space
Proven track record of sales success in other IT companies
Familiarity with MEDIC / MEDDPICC sales process
Willingness to travel as much as 30% of their time (2-3 days a week)
Ability to work without sponsorship required

Benefits

Comp & perks

Remote-first position
Hybrid-first flexibility
Training programs and professional development
Inclusive and empowered work environment
Values-driven culture
Social team environment and company activities
Accommodations during the hiring process
Fair, inclusive, and transparent recruitment process