[Remote] Sales Account Director

Note: The job is a remote job and is open to candidates in USA. Sovos is hiring a Sales Account Director for its dedicated overlay sales team focused on AI-native offerings. The role partners with account owners to identify and close opportunities, lead enterprise deal strategy, build executive relationships and business cases, and help shape the team’s sales playbook and commercial positioning.

Responsibilities

• Carry a quota tied to opportunity progression from the point you're engaged through close, owning deal strategy across Finance, IT, Legal, and Procurement
• Build C-suite relationships and articulate ROI and payback period with the same rigor as any enterprise deal, navigating objections and driving opportunities to a decision
• Work with core account owners to identify AI-native opportunities within existing Sovos accounts, and partner with new-logo account developers to bring AI-native offerings into net-new pursuits
• Partner closely with your SE counterpart - you own the business case and close; they own technical configuration and demo delivery
• Educate prospects on why an AI-native approach to financial orchestration matters now, shaping the qualification criteria, positioning, and sales plays this team will use going forward
• Bring customer and market feedback back into how Sovos packages and positions its AI-native offerings, setting the commercial bar for how this motion scales across the rest of the portfolio

Skills

• You can demonstrate success selling SaaS or financial technology products into enterprise accounts, with a track record of closing 6- to 7-figure ACV deals
• You can position AI/ML, data platforms, or workflow automation technologies at both a business and technical level
• With the ability to position AI-native solutions at both a business and technical level
• You bring deep financial acumen - able to quantify ROI, articulate payback period, and drive financial outcomes using AI-assisted workflows and business case modeling
• You have a strong command of enterprise sales methodology, including account planning, multi-threading, and disciplined forecasting, and you're comfortable operating in an overlay model brought into opportunities by account owners rather than owning the account relationship independently
• You can engage and influence executive stakeholders, build compelling business cases, and deliver ROI narratives to senior leaders
• Including building and delivering compelling business cases and ROI narratives, and selling into large, global organizations across multiple regions
• Comfort with AI tools to improve pipeline generation, customer insights, and deal progression is a strong plus
• Experience running structured sales processes using MEDDICC, CoM, or similar frameworks

Benefits

• Global Mentoring Programs
• AI Tools and Technology from Day 1
• Continuous Learning and Development
• Language Learning Support
• Global Employee Recognition Platform and Programs
• Global Parental Leave Policy
• Flexible Time-Off
• Comprehensive Health, Dental and Vision Insurance
• 401(k) with company match
• HSA with Sovos match
• Tuition Reimbursement
• Volunteer Time Off and Charitable Giving Match
• Remote work (United States)

Company Overview