Senior Director, Sales

The Senior Director, Sales will own the strategy, execution, and performance of a core sales segment at Billtrust. This role is responsible for driving revenue growth, refining go-to-market execution, and building strong, long-term customer relationships across a high-impact segment of the business. The Sr. Director will lead and develop a team that includes both people managers and individual contributor sales professionals, foster a high-performance culture, and partner closely with cross-functional stakeholders to deliver measurable results. Success in this role will be measured by new business acquisition, customer expansion, pipeline health, customer satisfaction, and sustained revenue growth.

What You’ll Do

Lead and execute sales strategy for the assigned segment, ensuring consistent achievement and overachievement of revenue targets.
Identify and prioritize target accounts with strong growth potential; design effective sales plays and outreach strategies aligned to buyer needs.
Provide hands-on leadership for high-value opportunities, including deal strategy, executive presentations, proposal development, and contract negotiations.
Partner closely with Marketing, Product, and Customer Success to align messaging, positioning, and offerings to customer needs and market demand.
Hire, coach, and develop a high-performing sales organization, establishing clear goals, KPIs, and regular performance management rhythms.
Analyze pipeline health, win/loss trends, and market feedback to continuously refine sales strategy and improve forecasting accuracy.
Drive strong pipeline hygiene through disciplined CRM usage, accurate deal tracking, and consistent inspection across all sales stages.
Serve as a market-facing leader with a strong understanding of customer challenges, buying behaviors, and competitive dynamics.
Represent Billtrust externally with customers, partners, and at industry events as needed to support growth and brand presence.

What You’ll Bring

12+ years of progressive B2B sales experience with a consistent record of exceeding revenue targets.
6+ years of experience leading, scaling, and developing sales teams, including people managers and senior ICs.
Proven success closing complex, high-value deals and building trusted executive-level relationships.
Strong strategic mindset with the ability to leverage data and insights to inform decisions and drive execution.
Excellent communication, presentation, and storytelling skills.
Collaborative, customer-first leader with demonstrated cross-functional partnership experience.

Compensation

The expected base salary range for this position is $180,000 – $230,000 annually.
Compensation may vary based on qualifications, skills, experience, competencies, and geographic location. This role may also be eligible for additional incentives such as commissions, bonuses, or equity. Further details will be shared by the Talent Acquisition team during the interview process.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for!

What You'll Get:

Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
Flexible Working Hours: We support your lifestyle- the results are what count.
Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.

Who We Are:

Finance leaders turn to Billtrust to control costs, accelerate cash flow and improve customer satisfaction. As a B2B order-to-cash software and digital payments market leader, we help the world's leading brands get paid faster while transitioning from expensive paper invoicing and check acceptance to efficient electronic billing and payments. With over 2,600 global customers and more than $1 trillion invoice dollars processed, Billtrust delivers business value through deep industry expertise and a culture relentlessly focused on delivering meaningful customer outcomes. #LI-Remote

Senior Director, Sales (Enterprise) (West)

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