Sales Account Director

Sovos; United States; Remote; USD 180,000 - 300,000; Full time

Benefits offered by this job

AI tools

Learning & development

Employee recognition

Parental leave

Flexible time off

Health insurance

401(k) with match

HSA with match

Tuition reimbursement

Volunteer & matching

Job summary

Sovos is building an overlay sales team for AI-native offerings in financial orchestration, compliance automation, and intelligent invoicing. You’ll be among the first sellers, shaping the playbook with account owners on existing accounts and new-logo pursuits to close AI-native opportunities across the portfolio.

You’ll carry a quota across Finance, IT, Legal, and Procurement, build C-suite relationships, and articulate ROI and payback with rigor, navigating objections to close large

Qualifications

• Experience selling SaaS or fintech to enterprise accounts.
• Ability to position AI/ML and automation at business and technical levels.
• Strong financial acumen; quantify ROI and payback with AI-driven workflows.
• Expert in enterprise sales: account planning, multi-threading, forecasting.
• Engage executives; build ROI narratives for senior leaders.
• Familiarity with MEDDICC, CoM or similar sales frameworks.
• Comfort with AI tools to boost pipeline and insights.
• Background check and drug test required.

Responsibilities

• Own quota from engagement through close; manage deal strategy across Finance, IT, Legal, Procurement.
• Build C-suite relationships; articulate ROI and payback; handle objections to close.
• Identify AI-native opportunities in existing accounts; pursue net-new ones with new-logo teams.
• Partner with SE; you own the business case and close; they handle config and demos.
• Educate prospects on AI-native financial orchestration; shape qualification and plays.
• Gather customer/market feedback to improve Sovos AI-native offerings and pricing.

Skills

Enterprise sales

SaaS sales

AI/ML awareness

Financial acumen

ROI storytelling

Forecasting discipline

MEDDICC / CoM

Executive engagement

Global accounts

Background check

Job description

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 standing up a dedicated overlay sales team built specifically 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, joining as we build the playbook together, partnering with account owners on both existing Sovos accounts and new-logo pursuits to identify and close AI-native opportunities across the portfolio. This is a category-creation sale as much as a product sale - you'll help prospects understand not just what the product does, but why an AI-native approach to financial orchestration matters now.

More specifically, you will:

• Carry a quota tied to opportunity progression from the point you're engaged through close, owning deal strategy across Finance, IT, Legal, and Procurement.
• Build C-suite relationships and articulate ROI and payback period with the same rigor as any enterprise deal, navigating objections and driving opportunities to a decision.
• Work with core account owners to identify AI-native opportunities within existing Sovos accounts, and partner with new-logo account developers to bring AI-native offerings into net-new pursuits.
• Partner closely with your SE counterpart - you own the business case and close; they own technical configuration and demo delivery.
• Educate prospects on why an AI-native approach to financial orchestration matters now, shaping the qualification criteria, positioning, and sales plays this team will use going forward.
• Bring customer and market feedback back into how Sovos packages and positions its AI-native offerings, setting the commercial bar for how this motion scales across the rest of the portfolio.

What You Bring to Sovos

• You can demonstrate success selling SaaS or financial technology products into enterprise accounts, with a track record of closing 6- to 7-figure ACV deals.
• You can position AI/ML, data platforms, or workflow automation technologies at both a business and technical level., with the ability to position AI-native solutions at both a business and technical level.
• You bring deep financial acumen - able to quantify ROI, articulate payback period, and drive financial outcomes using AI-assisted workflows and business case modeling.
• You have a strong command of enterprise sales methodology, including account planning, multi-threading, and disciplined forecasting, and you're comfortable operating in an overlay model brought into opportunities by account owners rather than owning the account relationship independently.
• You can engage and influence executive stakeholders, build compelling business cases, and deliver ROI narratives to senior leaders., including building and delivering compelling business cases and ROI narratives, and selling into large, global organizations across multiple regions.
• Comfort with AI tools to improve pipeline generation, customer insights, and deal progression is a strong plus, as is experience running structured sales processes using MEDDICC, CoM, or similar frameworks.
• Due to client contractual obligations, the successful candidate will be asked to clear a background check and drug test 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!

• AI Tools and Technology from Day 1
• Continuous Learning and Development
• Global Employee Recognition Platform and Programs
• Global Parental Leave Policy
• Flexible Time-Off
• Comprehensive Health, Dental and Vision Insurance
• 401(k) with company match
• HSA with Sovos match
• Tuition Reimbursement
• Volunteer Time Off and Charitable Giving Match

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, color, 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.