Sales Account Director

Sovos; Lisboa; Hybrid; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Health Insurance

Meal Allowance

Flexible Benefits Platform

Job summary

Sovos is building a dedicated overlay sales team for AI-native offerings across financial orchestration, compliance automation, and intelligent invoicing. You’ll be among the first sellers, shaping the playbook as you identify and close AI-native opportunities in existing and new-logo accounts.

This category-creation role pairs strategic selling with executive engagement; your first year will lay the foundation Sovos scales across the portfolio.

Qualifications

• SaaS or financial technology sold to enterprise accounts with six- to seven-figure ACV deals.
• Experience selling AI/ML, data platforms, or workflow automation technologies; position AI-native solutions at business and technical levels.
• Strong financial acumen; quantify ROI and payback periods; drive financial outcomes with executives.
• Solid enterprise sales methodology: account planning, multi-threading, and disciplined forecasting; comfortable in an overlay model.
• Experience selling evolving products into enterprise organisations; finance transformation, ERP ecosystems, or regulated industries preferred.
• Familiarity with MEDDICC or Command of the Message and selling into large, global organisations across regions.

Responsibilities

• Carry quota tied to opportunity progression from engagement through close, across Finance, IT, Legal, and Procurement stakeholders.
• Build executive relationships and articulate ROI, payback, and business outcomes with senior stakeholders.
• Partner with core account owners and new-logo hunters to identify and position AI-native opportunities; collaborate with SE on demos and the business case.
• Educate prospects on why an AI-native approach to financial orchestration matters now, at business and technical levels.
• Shape qualification criteria, positioning, and sales plays for the team, incorporating customer and market feedback into the AI-native portfolio.
• Represent the AI-native motion with professionalism and executive presence in customer meetings and boardroom settings.

Skills

SaaS sales

Enterprise sales

AI/ML sales

ROI storytelling

Account planning

Forecasting

MEDDICC

Command of the Message

Job description

Sales Account Director

Sales · Full-Time · Portugal

Build Your Future With Us

The digitization of tax compliance is fundamentally changing global commerce and how businesses need to operate and grow. Governments now have real-time visibility into business data, creating new challenges and new opportunities for organizations around the world. At Sovos, we're transforming tax compliance from a business requirement into a driver of growth through AI-powered technology that delivers the accurate, real-time insights businesses need to make smarter decisions.

We're solving more than today's tax compliance challenges. We're helping reshape global economies by enabling organizations to navigate increasingly complex and rapidly changing regulatory environments with confidence – and helping communities thrive.

AI is accelerating what's possible, enabling tax and technology professionals to more effectively drive critical regulatory decisions. That's where Sovos excels, combining intelligent technology with human expertise to help customers stay ahead of change.

Don't worry if you don't check every box. We're focused on hiring great people, not perfect resumes. It's less about what you've done elsewhere and more about what you're capable of doing here.

The Role

At Sovos, we're building a dedicated overlay sales team for our growing portfolio of AI-native offerings, spanning financial orchestration, compliance automation, and intelligent invoicing. You'll be one of the first sellers on this team, helping us define the playbook as we partner with account owners to identify and close AI-native opportunities across both existing accounts and new-logo pursuits. This is as much a category-creation role as it is a sales role, and what you build in your first year becomes the foundation we scale across the entire AI-native portfolio.

More specifically, you will:

• Carry quota tied to opportunity progression from the point you're engaged through close, owning deal strategy across Finance, IT, Legal, and Procurement stakeholders.
• Build executive relationships and articulate ROI, payback period, and business outcomes with the rigour expected in any enterprise sale, navigating objections and driving opportunities to decision.
• Partner with core account owners and new-logo hunters to identify and position AI-native opportunities, working closely with your SE counterpart (you own the business case and close; they own technical configuration and demos).
• Educate prospects on why an AI-native approach to financial orchestration matters now, positioning solutions at both business and technical levels to help them understand the category, not just the product.
• Shape qualification criteria, positioning, and sales plays for the team going forward, bringing customer and market feedback back into how Sovos packages and scales its AI-native offerings.
• Represent the AI-native motion with professionalism and executive presence in customer meetings and boardroom settings, setting the commercial bar for how this motion scales across the portfolio.

What You Bring to Sovos

• You've built a strong track record selling SaaS or financial technology into enterprise accounts, with demonstrated success closing six- to seven-figure ACV deals.
• You have experience selling AI/ML, data platforms, or workflow automation technologies, with the ability to position AI-native solutions at both business and technical levels.
• You bring deep financial acumen, able to quantify ROI, articulate payback periods, and drive financial outcomes with executive stakeholders.
• You have a strong command of enterprise sales methodology, including account planning, multi-threading, and disciplined forecasting, with comfort operating in an overlay model where you're brought into opportunities rather than owning the full account relationship.
• You're comfortable selling a fast-evolving product into enterprise organisations, building structure as you go rather than inheriting it, ideally with experience in finance transformation, ERP ecosystems, or regulated industries.
• Familiarity with structured sales frameworks such as MEDDICC or Command of the Message is preferred, as is experience selling into large, global organisations across multiple regions.
• Due to client contractual obligations, the successful candidate will be asked to clear a background check upon hire.

The Process

We believe in a transparent and comprehensive hiring process. Here's what you might expect:

1. Pre-Employment Assessment: Regionally specific assessments we use to mitigate bias and give every applicant a fair shot.
2. Video Interview: A chance to meet as many qualified applicants as possible and get to know you beyond your resume.
3. Meeting with a Recruiter: A conversation to talk through the role, your experience, and your goals.
4. Live Interviews with the Hiring Team: Meet the people you'll work with and dig into the day-to-day of the role.

Life at Sovos

The tools to enhance your life - because we want you to enjoy your life outside of work and inside!

• Global Mentoring Programs
• AI Tools and Technology from Day 1
• Continuous Learning and Development
• Language Learning Support
• Global Employee Recognition Platform and Programs
• Global Parental Leave Policy
• Health Insurance (company paid)
• Life Insurance
• Personal Accidents Insurance
• Meal Allowance
• Flexible Benefits Platform
• Generous annual leave plus additional company days
• 13th and 14th month allowances

Equal Opportunity Employer

Sovos is an equal opportunity employer committed to providing an environment that celebrates diversity and where equal employment opportunities are available to all applicants and employees. We do not discriminate against race, colour, religions, national origin, age, sex, marital status, physical or mental disability, veteran status, gender identity, sexual orientation, or any other characteristic provided by law. At Sovos, all employees are encouraged to bring their whole selves to work.

Company Background

Sovos is transforming tax compliance from a business requirement to a force for growth. Our flagship product, the Sovos Compliance Cloud platform, enables businesses to identify, determine, and report on every tax obligation across the globe. Sovos processes nearly 20 billion transactions per year, helping companies scale their compliance strategy in 150+ countries.

More than 100,000 customers – including half the Fortune 500 – trust Sovos’ tax and regulatory expertise and unparalleled integration with their business applications. Learn more at sovos.com.

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