Senior Director, Sales (Enterprise) (West)

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.

• 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.

• 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.

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.