New Sales Director, Icertis
$280-380k
OTE
$140-190k
BASE
In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package
More information about location
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
$280-380k
OTE
$140-190k
BASE
In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package
More information about location
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
- Success in this role requires strong storytelling, hustle, and the ability to engage and influence C-level executives while managing complex sales cycles
- 7+ years of enterprise software sales experience preferred, with consistent, sustained performance
- Preferred experience in selling Enterprise SaaS, domain experience in CLM, ERP, or BSM is desirable
- Deep understanding of key customer opportunities and industry-specific business drivers
- A successful track record of closing multiple large enterprise software sales, consistently exceeding $1m ARR quotas
- Excellent communication skills, both written and oral
- Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes
- Experience inspiring cross-functional teams, including Solutions Advisory, value engineers and industry advisors to develop tailored solutions that drive long-term customer success
- 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
- Exceptional communication and presentation skills, with a track record of delivering impactful presentations to senior audiences
- Developed and executed strategic sales plans to generate new opportunities
- Bachelor’s degree in business or related field or equivalent work experience
- A proven strategic thinker who can question customers, reframe problems, and deliver solutions that align with Icertis’s value proposition
- A leader with hustle and energy, who thrives in a high-performance environment and is passionate about building relationships and closing deals
- Someone with a customer-first mindset who engages deeply with clients to understand their needs and deliver solutions that drive impactful business results
- Strong territory management skills with a focus on maximizing market penetration and delivering consistent results
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
- You will work collaboratively with a team of subject matter experts, value engineers, and technical advisors, to deliver strategic solutions that create long-term business value for clients
- All in all, you are an integral part of the success of our clients, the growth of our business, and building a culture of winning!
- Create & Close Opportunities: Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives
- Manage Complex Sales Cycles: Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider
- Consultative Selling: Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results
- Executive Engagement: Build, nurture and maintain strong relationships with C-level executives, ensuring alignment with key decision-makers to expedite deal closure
- Lead Cross-Functional Teams: Collaborate with marketing, lead-gen, presales, technical advisors, and other internal teams to develop and execute solution strategies for prospective clients
- Territory Management: Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources
- Storytelling & Value Articulation: Deliver crisp, compelling narratives that articulate the financial and strategic value of Icertis’s platform to address business opportunities, leading with insight rather than product features
- Strategic Foresight: Understand the customer’s current business opportunities while anticipating future needs, providing big-picture, strategic thinking that positions Icertis for long-term success
- Active Listening & Responsiveness: Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence
- Challenge & Reframe: Confidently question customer thinking to reframe business problems and position Icertis’s CLM solutions as the preferred choice
- Hustle & Energy: Bring passion, drive, and an entrepreneurial spirit to generate new opportunities, close deals, and exceed sales targets
- Pipeline Management: Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management
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 and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
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
Samir Bodas
(Co-Founder & CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(Co-Founder & CTO)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).
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