Director, Sales - New Logo (Acquisition), North America

The posting, as Nexcess wrote it

About Nexcess
Nexcess provides specialty cloud solutions for organizations where performance and compliance have to coexist. We serve businesses worldwide, from agencies scaling client sites to enterprises running mission-critical operations. We've built our reputation on deep technical expertise and genuine partnership with every client we work with. Behind every environment we manage is a team of people who take the craft seriously and keep showing up when it matters.

Overview
The Director, Sales - New Logo (Acquisition) is responsible for leading new customer acquisition and revenue growth across the Nexcess Managed Cloud business in North America. This role leads a team of approximately 5–8 Account Executives and owns team performance against monthly, quarterly, and annual recurring revenue and new business targets.

This is a hands-on, quota-carrying sales leadership role. The Director will recruit, onboard, coach, and develop Account Executives while remaining actively involved in customer conversations, opportunity strategy, commercial negotiations, and closing key deals.

The role will drive a disciplined, prospecting-led sales motion focused on mid-market organizations with revenue-critical and compliance-sensitive technology environments. Solutions include managed cloud, managed dedicated servers, private cloud, managed Windows and Linux workloads, compliance-ready infrastructure, and managed security services.

The Director will partner closely with Sales Engineering, Marketing, Sales Operations, Customer Success, and Technical Account Management to build pipeline, improve territory penetration, win competitive displacement opportunities, and convert new customers into durable recurring revenue relationships.
Responsibilities
Revenue Growth & New Logo Acquisition

• Own new logo sales performance across North America, including MRC bookings, recurring revenue targets, pipeline generation, quota attainment, and territory coverage.
• Develop and execute sales plans designed to achieve or exceed monthly, quarterly, and annual new business targets.
• Establish appropriate pipeline coverage expectations based on quota, conversion rates, sales cycles, and territory opportunity.
• Drive consistent prospecting and new account development across the Account Executive team.
• Identify and develop competitive displacement opportunities within target markets.
• Balance revenue growth with contract quality, recurring revenue value, term, margin, and long-term customer potential.

Sales Execution & Deal Leadership

• Maintain an active role in strategic and complex opportunities by participating in customer meetings, opportunity strategy, solution development, commercial negotiations, and deal closure.
• Coach Account Executives throughout the sales cycle, from initial qualification and discovery through proposal, negotiation, and close.
• Partner with Sales Engineering to align technical solutions with customer business, infrastructure

[…]
age deal value, recurring revenue, contract term, and margin quality.

• Attach and expansion opportunities involving private cloud, compliance, security, and managed services.
• Sales team retention, development, and performance progression.
• Salesforce data quality and sales process adherence.

Work Environment
The physical demands described here are representative of those that must be met by an individual to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population

Disclaimer
This job description is only a summary of the typical functions of the position. It is not intended to be an exhaustive or comprehensive list of all job responsibilities, tasks, or duties. Additional duties and tasks may be assigned as part of the job function. Liquid Web Inc. reserves the right to modify, interpret, or apply this job description in a way that best supports the organizational needs. The job description in no way creates or implies an employment contract. The employment contract remains “at will”.

Equal Employment Opportunity Policy: Liquid Web is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.