Director, New Business Sales
TrustArc
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Lead and manage a team of high performing Account Executives focused exclusively on net new acquisition.
- Build a strong outbound sales motion with repeatable processes, talk tracks, sequences, objection handling, and prospecting frameworks.
- Partner closely with Marketing to align on growth marketing, demand generation strategy, pipeline targets, campaign execution, and lead conversion expectations.
- Work closely with Solutions Engineers to deliver high impact demos, strengthen product feedback loops, improve technical discovery, and increase win rates.
- Collaborate with Revenue Operations to refine forecasting processes, improve funnel analytics, optimize territory coverage, and strengthen sales productivity metrics.
- Implement operational rigor across Salesforce and Gong including activity expectations, call reviews, pipeline hygiene, and deal inspection.
- Create outbound and inbound playbooks that increase velocity at every stage of the funnel from MQL to Close.
- Coach Account Executives on buyer engagement, qualification, discovery, competitive positioning, and multi stakeholder deal strategy.
- Drive accurate forecasting and predictable revenue planning through disciplined use of Salesforce and strong pipeline management.
- Meet with prospects to understand their privacy needs and influence the evolution of TrustArc’s commercial strategy.
- Recruit, ramp, and continually develop Account Executives while building a high accountability, performance oriented team culture.
- Roll out enablement for new products including Arc and evolving GTM motions across regions.
- Identify process gaps, remove friction, and partner with Marketing, Solutions Engineering, Revenue Operations, Customer Success, and Product to strengthen the overall revenue engine.
Requirements
- Minimum ten years sales experience generating net new business for a B2B technology company, including experience selling Data Privacy or Security software to mid-market and enterprise customers.
- Minimum five years frontline sales leadership experience owning a new business quota.
- Has built outbound engines from the ground up including sequences, messaging, daily activity expectations, dashboards, and playbooks.
- Experience partnering with Solutions Engineers to improve discovery quality, demo impact, and technical validation.
- Strong partnership experience with Revenue Operations including forecasting practices, Salesforce optimization, territory planning, and metric design.
- Deep proficiency using Salesforce and Gong for pipeline management, deal inspection, coaching, and performance evaluation.
- Experience operating in a fast-paced, high-change environment where processes evolve quickly.
- Track record of hiring, developing, and leading teams that exceed quota.
- Knowledge of privacy, security, governance, or compliance technology is beneficial but not required.
- A builder’s mindset with a bias for action, ownership, and continuous improvement.
Benefits
- Health, Vision, and Dental Care (also available for partner)
- Endless PTO Program
- 100% Work from Home
- Opportunities to participate in health-focused activities - mindfulness, wellness, active lifestyle
- $2,500 active employee referral program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales leadershipB2B salesoutbound salespipeline managementforecastingcoachingdeal inspectiondata privacy softwaresecurity softwareterritory planning
Soft skills
team managementcollaborationcoachingcommunicationproblem-solvingownershipcontinuous improvementperformance orientationinfluenceadaptability