Director of Account Executives (Scottsdale, AZ)

About Files.com
Files.com is an enterprise secure file transfer & automation app with over 4,000 paying business customers, including Target, Canonical, UPS, Leica, DirecTV, GoPro, Marriott, and more.

Files.com was bootstrapped by our founder and has been profitable since its founding in 2010. We raised $46.5 million of growth equity from Silicon Valley-based Riverwood Capital to accelerate our growth.

Location: Scottsdale, AZ (Old Town) 

World Class Pay and Benefits: 

Competitive Base + Variable: Uncapped commission with Incentives. 

Paid, In-House Training: We’ll provide the solution training you’ll need. 

Big Company Benefits: You'll get full 🏥 Health/Dental/Vision Insurance coverage (plus 75% of Spouse/Family coverage too), 💰 401(k) with generous matching, 11 Company Holidays per year, and 🏖 20 PTO/Vacation days, plus we give employees off for Winter Break at the end of the year!

Position: Director of Account Executives

We are looking for an experienced and driven Director of Account Executives to lead, inspire, and manage our team of Account Executives while also contributing to our sales process as an individual contributor during the onboarding phase. This role is ideal for a leader who thrives in a hands-on, fast-paced environment and understands how to drive team success while directly contributing to revenue goals.

In this role, you will initially work as an individual contributor to gain deep familiarity with our processes, products, and customers. After successfully demonstrating your expertise and understanding, you will transition to managing and growing the Account Executive team, ensuring the team meets and exceeds sales objectives.

Key Responsibilities:

Phase 1: Individual Contributor

• Sell Files.com SaaS subscription packages with annual contract values (ACV).
• With a large focus on discovery, prospect, qualify, progress, close, and forecast opportunities.
• Collaborate with Customer Success to craft technical solutions tailored to customer needs.
• Work closely with the SDR team to identify and qualify new opportunities.

Phase 2: Leadership and Team Management

• Lead, coach, and develop the Account Executive team to achieve and exceed sales quotas.
• Foster a collaborative and high-performance culture within the team.
• Establish and optimize sales processes to ensure efficiency and effectiveness.
• Conduct regular pipeline reviews, provide strategic deal guidance, and hold team members accountable for results.
• Partner with other departments, such as Marketing and Customer Success, to align efforts and drive growth.

What We’re Looking For:

• Proven success in a B2B sales role, ideally within a SaaS or technology environment.
• Previous experience as a lead or manager leading a high-performing sales team.
• A strong track record of exceeding individual and team sales targets.
• Excellent communication, coaching, and motivational skills.
• Strong organizational and strategic thinking abilities, with the flexibility to work hands-on as needed.
• A consultative approach to sales with a focus on customer success.

You’ll Be Successful If You:

• Thrive in a fast-paced, high-growth environment.
• Are excited to operate as an individual contributor during onboarding to master the Files.com sales process.
• Have a competitive spirit and action-oriented mindset.
• Have a proven ability to motivate and develop sales talent.
• Possess impeccable communication and consultative selling skills.

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