Director, Enterprise Sales (Remote)

Terzo; Northern (KY); Hybrid; USD 250,000 - 450,000; Full time

Benefits offered by this job

Premium medical

Dental and vision

401(k) match

Flexible PTO

Remote-friendly

Job summary

Terzo is seeking a Director of Enterprise Sales to own the full sales cycle across a mix of net-new accounts, focused throughout the United States. You will manage outbound strategy, account penetration, discovery, and executive-level negotiations, with a quota and potential multi-million-dollar expansions.

You will lead account plans, collaborate with the Director of Global Sales to refine ICP and messaging, and leverage MEDDICC and other methodologies to drive robust pipeline and close complex

Qualifications

• 10+ years in B2B or enterprise AI sales.
• Proven track record closing large deals (10M+ ARR).
• Strong network of C-level executives.
• Experience engaging VP through C-level executives.

Responsibilities

• Own quota and close complex, multi-stakeholder enterprise deals.
• Own outbound prospecting and pipeline across target accounts.
• Build and execute account plans for targeted enterprise accounts.
• Lead discovery and value-based selling with ROI focus.
• Run executive meetings with CFOs, CIOs, and CEOs.
• Collaborate with VP, Strategic Partnerships to refine ICP and messaging.
• Apply MEDDICC, Challenger, SPIN frameworks in forecasting and deals.
• Personalize outreach to senior executives with business context.
• Coordinate with Customer Success to drive expansions and maintain NRR.

Skills

Enterprise sales experience

Large deals closed

C-level network

Executive engagement

Sales methodologies

Enterprise/startup experience

Job description

Every company negotiates contracts to save money. But once those contracts are signed, very few organizations know whether they're actually paying what they negotiated.

That's where Terzo comes in.

Terzo is the Enterprise AI platform that connects contracts with real-world spend, helping the world's largest organizations instantly identify cost savings, financial risk, and opportunities hiding across billions of dollars in enterprise spend.

Our platform transforms millions of contracts, invoices, purchase orders, and financial records into one intelligent system that continuously answers questions like:

• Are we paying the prices we negotiated?
• Where are we overspending?
• Which suppliers should we renegotiate?
• What savings opportunities can AI uncover today?

Instead of spending months manually searching through documents and spreadsheets, Terzo gives procurement and finance teams real-time answers—and AI agents that help them take action.

Our mission is simple: Help every organization save millions.

We're building enterprise software that's as intuitive as the best consumer products while solving some of the world's largest financial challenges.

At Terzo, we move fast, think big, and obsess over customer outcomes. We hire builders who take ownership, embrace ambitious goals, and want to help define the future of AI-powered financial intelligence.If you're excited about building technology that saves organizations millions of dollars and changes how the world's largest companies operate, we'd love to build it with you.

The Opportunity

This Director of Enterprise Sales role owns the full sales cycle across a mix of net-new accounts, including prospecting and closing, primarily focused throughout the United States. This role owns everything from outbound strategy and account penetration through discovery, solution alignment, executive presentations, commercial negotiation, and close.

You'll own a quota, build and execute account plans, and partner closely with the Director of Global Sales to refine ICP, messaging, and territory strategy. You'll succeed if you're energized by building in a fast-growing environment, can operate at both strategic and tactical levels, and enjoy selling sophisticated AI solutions across a range of deal sizes and buyer types.

What You'll Do

• Own a quota and close complex, multi-stakeholder enterprise deals typically $500K–$1M+ ARR to land, with clear expansion paths to multi-million-dollar accounts.
• Own outbound prospecting and pipeline generation across a defined set of target accounts, supported by a dedicated business development team plus technical sales and revenue operations.
• Build and execute account plans for targeted enterprise accounts.
• Lead discovery and value-based selling: quantify ROI, align to business priorities, and build executive-level consensus.
• Run high-impact executive meetings with CFOs, CPOs, CIOs, and CEOs depending on the account.
• Partner with the VP, Strategic Partnerships to refine ICP, messaging, and territory strategy.
• Use enterprise sales best practices: MEDDICC (or similar), forecasting cadence, pipeline reviews, and mutual close plans.
• Personalize outreach at the VP and C-level with relevant business context and messaging.
• Coordinate with Customer Success to drive expansions and maintain best in class NRR.

What We're Looking For

• Working fluency in source-to-pay and the procurement/finance operating landscape. You can credibly discuss contracts, invoices, spend, and sourcing with CPOs and CFOs, and you know where platforms like Ariba, Coupa, and CLM tools sit in the stack.
• Extensive network of enterprise C-levels
• Ability to source new networks through conferences, social networking and prospecting.
• 10+ years in B2B or enterprise AI technology sales, with a track record of both prospecting and closing.
• Demonstrated success closing large, complex deals ($10M+ enterprise) and/or $1M+ deals in a startup or scale-up environment.
• Comfort operating across both enterprise and startup buying motions; experience in both is ideal given Terzo sells into enterprise accounts.
• Experience engaging and booking meetings with VP through C-level executives (CFO, CIO, CPO, CEO) within enterprise organizations.
• Familiarity with structured sales methodologies (MEDDICC, Challenger, SPIN).

Ways of Working

• High ownership mentality with accountability for pipeline and revenue outcomes.
• Clear, direct communicator, able to engage technical and non-technical audiences at senior levels.
• Comfort operating in ambiguity with evolving priorities.
• Self-directed and organized; comfortable managing multiple priorities with minimal oversight.
• Energized by building in a fast-moving environment where you run the system hard and feed learnings back.
• A defined, modern sales system and stage-gated process, business-case tooling, and proof assets that you’ll run, pressure-test, and sharpen with real field input.
• High-impact role with direct influence on customer outcomes and company direction.
• Solve complex, meaningful problems spanning data, AI, and enterprise operations.
• Close collaboration with the VP, Strategic Partnerships and other senior leaders.
• Clear runway for growth as the customer base, platform, and company scale.
• Competitive base salary, sales quota, and employee stock option plan
• 100% premium paid medical, dental, and vision coverage for self, spouse, and family
• 401(k) with 3% employer contribution of salary
• Flexible work arrangements and generous PTO

Terzo is an equal opportunity employer. We are committed to building a team that reflects a wide range of backgrounds, experiences, and perspectives, and we evaluate candidates based on qualifications, impact, and alignment with the needs of the role.