Director, Sales - Land

Poppulo; United States; Remote; USD 150,000 - 175,000; Full time

Benefits offered by this job

401k with employer match

Health insurance

Flexible PTO

Life insurance

Job summary

Poppulo is seeking a Director of Sales - Land to lead a hands-on enterprise sales team focused on acquiring new logos in the US market. The role requires strategic execution, cross-functional collaboration, and the ability to convert opportunities into revenue.

You will coach and manage a distributed Land Sales team, define territory plans, and drive the sales process from prospecting to close. Strong leadership, forecasting, and AI-enabled productivity are valued.

Qualifications

• Proven enterprise sales leadership with US enterprise customers.
• Experience forecasting, territory planning, and pipeline management.
• Strong written and oral communication in English.

Responsibilities

• Lead a team of Account Executives to drive new-logo revenue.
• Accelerate pipeline creation and improve closing of deals.
• Collaborate with Customer Success, Marketing, and Product.
• Forecast bookings with accuracy and manage sales metrics.
• Set objectives, coach performance, and drive territory strategy.
• Partner with VP of Sales to advance growth and pricing integrity.

Skills

Enterprise sales leadership

Forecasting & territory planning

Sales process optimization

Sales technology familiarity

Team coaching & development

English communication

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Microsoft 365

Job description

Want to help shape what comes next at a successful, fast-growing software company?

Company Overview

At Poppulo, we help the world’s leading organizations reach every employee, wherever they work.

For a large, distributed workforce, that’s harder than it sounds. Today’s workforce is spread across offices, factories, retail stores, hospitals and other frontline locations. No single communication channel can reach everyone. Poppulo brings those channels together in one AI-powered employee experience platform, helping companies deliver relevant communications wherever their people are located.

More than 10,000 organizations trust us to connect with their workforce across email, mobile, intranet, Microsoft Teams, and digital signage. Our communications reach more than 50 million employees worldwide, and the platform delivers content to more than 600,000 digital signs around the globe. We also help employees engage with their company, celebrate one another’s contributions, and stay connected wherever they work.

We know there’s no such thing as a “perfect” candidate—we’re all works in progress, picking up new skills as we go. So apply even if you don’t tick every box. We want people who see things differently—because that’s how we see things too.

Job Summary

The Director of Sales - Land is a dynamic, hands‑on leader with a proven track record in guiding SaaS sales teams focused on new customer acquisition within enterprise organizations. This role calls for a strategic executor capable of leading a team of Account Executives, accelerating pipeline creation, and consistently converting qualified opportunities into new‑logo revenue.

Key Responsibilities

• Increase the velocity of new-logo deals - drive results and remove roadblocks.
• Work across cross‑functional teams, especially with Customer Success, Marketing and Product.
• Coach, develop, and manage the performance of the Land Sales team.
• Manage day‑to‑day sales activities with a focus on delivering key new‑business sales metrics.
• Improve prospecting, qualification, proposals, negotiation and closing.
• Help define and develop the company’s new‑logo sales strategy and territory planning.
• Serve as a strategic partner to the VP of Sales to advance the growth strategy, engage top‑tier prospects, and drive new customer acquisition.
• Set clear objectives for the team and establish key metrics to measure performance.
• Serve as a key resource for special projects and participate routinely in the design and implementation of customer value programs and product launches.
• Forecast bookings with a high degree of accuracy for your reports leveraging sales process stage, inspection, and subjective judgment.
• Build and maintain strong relationships with prospects and customers while partnering with them to understand their business objectives and needs.
• Understand industry‑specific trends and landscapes.
• Report on market forces that shift strategic direction, buyer priorities, and tactical budgets.
• Partner with Customer Success and other teams to support effective handoffs from new‑logo sale to customer onboarding.
• Ensure pricing integrity is maintained within assigned Sales accounts and is consistent with corporate strategies.

Qualifications

• Proven ability to drive the enterprise sales process from prospecting through close.
• Familiarity with sales technology deployed in SaaS sales environments.
• Experience with hands‑on operational leadership of sales development teams (inbound and outbound) and quota‑bearing sales teams.
• Experience forecasting and territory planning.
• Analytical skills and excellent written and oral communication skills (fluent English).
• Experience in leveraging AI to increase productivity and quality for your team.
• Agile, ready, and able to quickly pivot.
• Excellent communication skills both written and verbal.

Education and Experience

• At least 5 years of experience with 3 years of successful sales leadership experience, specifically with US enterprise customers.
• Bachelor’s degree or equivalent experience.
• Track record of successfully managing remote, inside sales and field sales teams.
• Operational knowledge of various application programs, Microsoft 365, Salesforce, and current Internet technologies.
• Management of pipelines, territories, forecasting and processes.
• Expertise in the Internal Communications market.

Leadership Responsibilities

• Plan and coordinate work activities, connecting the work of the team with the vision, goals, and success of the organization.
• Nurture a culture of continuous improvement, agility, and resilience.
• Establish key objectives/metrics to measure performance and ensure reports have the information, tools, and resources necessary to meet their goals. Identify and clear blockers, communicating changes in priority or focus in a timely manner.
• Provide regular and continuous feedback concerning performance and apply appropriate performance interventions when needed.
• Play a key role in the engagement and retention of direct reports, ensuring they feel supported, heard, and are given the appropriate level of autonomy.
• Facilitate development conversations, encouraging reports to identify career goals and areas for growth, collaborating to establish development plans and encourage actions in support of their growth.

Compensation

Annual base salary gross: $150,000 - $175,000 plus variable USD Annual. The base salary range represents the low and high end of the Company’s contemplated salary range for this position. Actual salaries will vary and will be based on various factors, such as the candidate’s qualifications, skills, competencies, and geographic location. The salary is one component of Company’s total compensation package for employees. Other rewards and benefits include variable compensation, short‑term incentives, health insurance (several options to choose from), accident and life insurance, access to the best in class learning and development platforms, flexible work arrangement, to name just a few!

Why Us?

• A “Great Places to Work” listed company – so we really do value people
• Ability to meaningfully impact our business and play a key role in our success
• Flexible PTO
• Competitive compensation package
• Potential for career advancement in a fast paced growing organization
• Competitive Medical, Dental, and Vision Benefits and Monthly contributions to your Health Savings Account
• 401k with Employer Match
• Fun, flexible working environment
• Maternity, Parental, Adoption and Bereavement Leave. Funding towards adoption costs.
• Life Insurance

Who We Are

We’re a values-driven company. We want people to bring their best selves to work and have a real hand in the products we build and the culture we build together. You’ll be surrounded by smart, warm people who like a challenge, take ownership, and care about doing work that matters. If that sounds like your kind of place, come join us.

We live the Poppulo values each day because they are central to everything we do.

• Bring Your Best Self - We show up authentically, remain self‑aware, and always strive to improve.
• See It. Own It. Solve It - We proactively innovate and solve problems for our customers and one another. We set high standards for our work, build a culture of learning, and acknowledge both our successes and our failures.
• Together, We’re Better - We value and celebrate our diversity. We learn from others, respect their expertise, and focus on building trust. That’s what makes us a team.

We’ve been recognized as a Top 10 Great Place to Work company and named one of the Best Workplaces in Tech and Best Workplaces for Women. We’re a fast-growing global technology company with teams in the United States, Ireland, France, the United Kingdom, and India.

Poppulo is an equal opportunity employer.

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