Director of Sales, NOAM

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About Zone & Co

Zone & Co is a leading provider of cloud-native software solutions built on the Oracle NetSuite platform. Our company is dedicated to serving finance and accounting professionals by offering a portfolio of innovative apps known as Zone Apps. These apps are specifically designed to simplify and automate critical financial data and workflows across various business entities.

As a Software-as-a-Service (SaaS) provider, we empower our 1,500+ customers worldwide to work smarter, faster, and more securely while maximizing the value of the Oracle NetSuite platform. Our comprehensive suite of solutions includes advanced billing and revenue recognition, robust reporting capabilities, accounts payable automation, streamlined payment processing, efficient reconciliations, and seamless approvals. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.

About the Role

Under the direction of the VP of Sales, the Director of Sales leads a team of 7–8 Account Executives focused on high-velocity, mid-market ERP sales (30–60 day cycle). This U.S.-based, fully remote role supports our 250+ person global ERP/Fintech SaaS business. The manager is responsible for pipeline generation, ARR execution, and coaching reps through disciplined sales methodology (MEDDPICC), outbound rigor, and forecast accuracy to build a high-performing, accountable sales culture.

In This Role, You Will:

• Own North America Apps revenue performance, pipeline health, and forecasting accuracy
• Define and execute regional sales strategy aligned to company growth objectives
• Drive consistent attainment of team quota while improving productivity metrics (win rate, ACV, sales cycle, outbound conversion)
• Identify systemic process gaps and implement scalable solutions to improve performance
• Lead, develop, and scale a high-performing team of 7–10 AEs
• Establish a strong performance culture centered on accountability, clarity, and coaching excellence
• Build leadership bench strength through succession planning and internal talent development
• Maintain low regrettable attrition and high engagement across the team
• Partner with Talent Acquisition to recruit top-tier sales talent as the business scales
• Institutionalize disciplined pipeline generation and outbound operating rhythms (Top 40, new opp creation, activity standards)
• Ensure consistent MEDDPICC execution and deal inspection rigor
• Drive weekly forecast calls and pipeline reviews with data-backed accuracy
• Maintain excellence in CRM hygiene (Salesforce), Gong usage, and sales engagement platforms
• Champion best-practice sharing and continuous improvement across the org
• Partner with Marketing to influence campaign strategy, ICP targeting, and pipeline acceleration efforts
• Collaborate with RevOps to optimize Salesforce reporting, forecasting models, and performance dashboards
• Align with Enablement to design structured onboarding, ramp programs, and ongoing skill development
• Provide frontline market feedback to Product and leadership to inform roadmap and positioning

What You’ll Need:

• 8+ years of experience in SaaS and technology sales, including:
• Proven success leading 7–10+ AEs through high-velocity SaaS sales cycles (30–60 days)
• Experience in ERP and/or the NetSuite ecosystem strongly preferred
• Demonstrated ability to scale sales teams in growth-stage SaaS environments
• Deep expertise in MEDDPICC, outbound pipeline creation, and deal inspection methodology
• Strong analytical and operational acumen with comfort leveraging Salesforce, Gong, and modern sales engagement platforms
• Executive-level communication skills with high emotional intelligence
• Experience partnering cross-functionally to influence GTM strategy and execution
• Thrives in fast-paced, performance-driven environments with a bias for action and accountability

Bonus If You Have:

• Experience in the NetSuite ecosystem
• SaaS sales experience with <$100K ACV
• Prior experience as a Zone customer or partner

Benefits

Benefits at Zone are all about helping you lead a fulfilling life outside of work. We know work is only one part of your life, so we do everything we can to support it. We offer fully paid parental leave. All on top of fully-covered, top-tier health insurance, and unlimited vacation. We are 100% remote! See our full list.

Zone and Co is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity, or any other factor protected by applicable federal, state, or local laws.We strongly encourage candidates of all different backgrounds and identities to apply. This is an opportunity for us to bring in a different perspective and we’re eager to further diversify our company. Zone & Co is committed to building an equitable, inclusive, and supportive place for you to do some of the greatest work of your career.

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