Director of New Sales, Icertis
Benelux
AI-powered contract intelligence
Job no longer available
AI-powered contract intelligence
1001+ employees
Job no longer available
1001+ employees
Company mission
To empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights
- Software sales experience, with consistent, sustained performance
- Deep understanding of key customer opportunities and industry-specific business drivers
- A successful track record of closing multiple large enterprise software sales
- Comfortable selling into large digital and AI-enabled transformation initiatives
- Data-driven, consultative seller who embraces AI to improve sales effectiveness and customer experience
- Excellent communication skills, both written and oral
- Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes
- Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives
- Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress
What the job involves
- The Sales Director, New Sales is responsible for driving sales by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling
- This role will combine disciplined enterprise sales execution with a modern, AI-assisted sales approach, using data, insights, and automation to prioritise opportunities, accelerate buying decisions, and deliver measurable outcomes for customers
- This is an individual contributor role without people management responsibilities
- Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives
- Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider
- Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results
- Leverage AI-driven insights to prioritise pipeline, manage deal risk, and improve forecast accuracy
- Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources
- Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence
- Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management
- Develop and grow ecosystem relationships with key GSIs and SAP to gain access and influence to key customer stakeholders
- Solve the strategic problems of our prospects and customers with a deep understanding of, and ability to position the Icertis AI-First Contract Intelligence platform
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding, part of which it has used to deepen integrations with its software partners. It won the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group, and entered 2026 off a record year for new business growth. This showcases the immense value it delivers to the sector.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Mar 2025
$50m
LATE VC
Oct 2022
$75m
CONVERTIBLE
Total funding: $416m
Company HQ
Bridle Trails, Kirkland, WA
Leadership
Monish Darda
(Co-Founder & Chief Mentor)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
Anand Subbaraman
(CEO)Joined the company as COO in 2024, becoming CEO in 2025. Was SVP of Product then President at BrowserStack, SVP and GM at Finastra, and VP of Product at Oracle where they worked for 17 years.
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