Director, Sales

Fin; Chicago (IL); Hybrid; USD 373,000 - 445,000; Full time

Job summary

Fin, now part of Salesforce, is expanding its North American New Business leadership to drive new logo and revenue growth across SMB and Mid-Market. You will hire and develop sales managers, build scalable, customer-centric processes, and partner across Marketing, SDR, Product, and Customer Success to accelerate a repeatable, value-led sales engine.

Join a fast-moving team that shapes sales strategy, drives forecast accuracy, and delivers measurable outcomes for a premier AI-powered customer

Qualifications

• 5+ years in a quota-carrying new business IC role with proven success.
• 5+ years of sales management experience, including 2 years in second-line leadership.
• Track record of building and scaling new business orgs across SMB and Mid-Market.
• Experience developing outbound sales strategies in product overlay or co-prime selling.
• Forecasting expertise with regional revenue responsibility.
• Excellent written and verbal communication; executive-level skills.
• Eligibility to work in the United States.

Responsibilities

• Define the new business strategy for North America across SMB and Mid-Market.
• Own territory design, headcount, quotas, and resource allocation.
• Translate company goals into regional operating plans and tactics.
• Hire, coach, and develop front-line Sales Managers.
• Build leadership bench and a culture of accountability and continuous improvement.
• Own the regional forecast, pipeline health, and deal progression.
• Collaborate with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and CS.
• Maintain understanding of customer needs, competition, and market trends.
• Ensure smooth handoffs to Relationship Management for customer outcomes.

Skills

New business leadership

Quota-carrying IC

Sales management

Forecasting accuracy

Strategic deal execution

GTM strategy

Executive communication

Eligibility to work in the US

Cross-functional collaboration

Job description

Fin, now part of Salesforce, is on a mission to help businesses provide perfect customer experiences.

Our AI Agent Fin is the highest-performing AI Customer Agent on the market today, enabling businesses to deliver impeccable, always-on customer support across the customer journey, from service, to sales, to ecommerce. Powered by our own AI models, Fin resolves complex customer issues end-to-end across every channel, with minimal set-up and integration. Fin can also be combined with our natively integrated Intercom help desk, giving modern support teams one single system.

Together with Salesforce, the #1 AI CRM, where humans with agents drive customer success, we're building the future of customer experience. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword, it's a way of life. The world of work as we know it is changing, and we're looking for Trailblazers who are passionate about bettering business and the world through AI.

Ready to level up your career at the company leading workforce transformation in the agentic era? You're in the right place. Agentforce is the future of AI, and you are the future of Salesforce.

What's the opportunity?

The role will lead Fin's New Business organization in North America, a team of Account Executives and their front-line managers responsible for new logo and new revenue growth across the SMB and Mid-Market segments. Reporting to the VP, NAMER Sales, this person owns the new business strategy, operating plan, and results for the region, and is accountable for building and running a high-performing, multi-layered sales organization.

We are looking for a seasoned second-line leader who excels at hiring and developing sales managers, inspiring a large team, and partnering cross-functionally to build efficient, repeatable, and customer-centric sales processes. This leader will play a central role in shaping and executing our value-led sales strategy and in scaling the NAMER new business engine.

For this big challenge, we are looking for an innovative, agile, and resilient Sales Leader to help us write the next chapter in the AI-first customer support space.

What will I be doing?

• Sales Strategy & Planning:
  • Partner with the VP, NAMER Sales and senior leadership to define the new business strategy for North America across SMB and Mid-Market.
  • Own segment planning: territory and capacity design, headcount plans, quota setting, and resource allocation across teams.
  • Translate company goals into regional operating plans and tactics that reflect market dynamics and the Fin opportunity.
• Leading Leaders:
  • Hire, coach, and develop a team of front-line Sales Managers; raise the bar on how they recruit, ramp, and manage their Account Executives.
  • Build a strong leadership bench and a culture of accountability, rigor, and continuous improvement.
• Pipeline, Forecasting & Execution:
  • Own the regional new business forecast; drive forecast accuracy and pipeline discipline across all teams.
  • Inspect pipeline health, deal progression, and conversion, and intervene on strategic deals where needed.
  • Analyze sales metrics to identify trends, optimize process, and improve productivity and win rates.
• Cross-Functional Collaboration:
  • Partner with Marketing, SDR, Product, Sales Engineering, Enablement, RevOps, and Customer Success on go-to-market strategy, pipeline generation, and a seamless customer experience.
  • Represent NAMER New Business in company planning and ensure alignment on goals, budgets, and investments.
• Customer Focus:
  • Maintain a deep understanding of customer needs, the competitive landscape, and market trends to help teams win.
  • Ensure customers are handed off to the Relationship Management team thoughtfully, always keeping the customer experience top of mind.

What skills do I need?

• 5+ years in a quota-carrying new business IC role with proven success. Must demonstrate direct experience running strategic deals 6 and 7 figure deals (involving procurement, legal, security, executive selling)
• 5+ years of sales management experience. (2 years in second-line leadership)
• Track record of building and scaling new business organizations across multiple segments with a mix of velocity and strategic selling (SMB and/or Mid-Market)
• Demonstrated success developing and executing outbound sales strategies, ideally within a product overlay or co-prime selling environment.
• Exemplary new business sales acumen; experience with Command of the Message and MEDDPICC a plus
• Strong command of forecasting principles and a track record of accurate revenue forecasting at the regional level
• Experience developing GTM strategy and building and executing operational plans (capacity, territory, quota, headcount)
• Excellent communication skills across a variety of mediums (written, verbal, presentation, interpersonal), including executive-level communication
• Proof of eligibility to work in the United States is required.

The OTE salary range for candidates within the Greater Chicago Area is $372,600-$445,050. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. At Fin, we want to give people what they need to do the best work of their careers. Our benefits and programs are designed to support your health and wellbeing, your family, your time away from work, and your financial future. Offerings vary by location in line with local practices and requirements. Learn more about working at Fin and the benefits we offer at fin.ai/careers. Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

Policies

Fin has a hybrid working policy. We believe that working in person helps us stay connected, collaborate easier and create a great culture while still providing flexibility to work from home. We expect employees to be in the office at least three days per week.

We have a radically open and accepting culture at Fin. We avoid spending time on divisive subjects to foster a safe and cohesive work environment for everyone. As an organization, our policy is to not advocate on behalf of the company or our employees on any social or political topics out of our internal or external communications. We respect personal opinion and expression on these topics on personal social platforms on personal time, and do not challenge or confront anyone for their views on non-work related topics. Our goal is to focus on doing incredible work to achieve our goals and unite the company through our core values.

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.