Director of Sales, Enterprise

Responsibilities

As a Player (roughly 50% of your time)

• Personally hunt, own and close a named list of strategic enterprise accounts mid-market and enterprise banks, credit unions, payment processors, lenders, and platform fintechs.
• Carry a direct, individual quota in addition to your team's number.
• Run discovery, scoping, demo, technical evaluation support, commercial negotiation, redlines, and contract close with assists from Solutions, Product, Legal, and Finance.
• Drive measurable pipeline yourself through outbound, network, partner channels, and event work — you are not waiting on marketing or SDRs to feed you.
• Be the senior voice in the room on Worth's biggest deals including ones your AEs are running and step in to unblock at any stage.

As a Coach (roughly 50% of your time)

• Hire, develop, and retain a high-performing team of Enterprise AEs and supporting SDRs raise the bar with every hire.
• Run weekly 1:1s, pipeline reviews, deal reviews, and call coaching. Listen to recorded calls, ride along on live ones, and give specific, actionable feedback within 24 hours.
• Own forecasting accuracy. Submit a weekly call to the CRO that you can defend deal-by-deal.
• Partner closely with Marketing on ABM, with Product on roadmap signal from the field, with CS on handoff and expansion, and with Partnerships on co-sell motions.
• Build the operating cadence: pipeline generation targets, stage conversion targets, cycle-time targets, win-rate targets — and hold the team to them.
• Present sales performance, pipeline health, competitive intel, and strategic recommendations to the executive team and board as needed.