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