Job Description

The Sales Director, New Sales is responsible for driving sales by creating and closing high-value opportunities, with a focus on strategic alignment and value-based selling.

This role will combine disciplined enterprise sales execution with a modern, AI-assisted sales approach, using data, insights, and automation to prioritise opportunities, accelerate buying decisions, and deliver measurable outcomes for customers.

This role is designed for a driven, energetic salesperson who thrives in value-based, consultative selling, particularly with senior business leaders and decision-makers across various domains and can anticipate customer needs based on strategic insights.

This is an individual contributor role without people management responsibilities.

• Proactively identify, develop, and close Icertis-based opportunities by deeply understanding customer opportunities and aligning solutions to their business objectives.
• Own the entire sales cycle, from inception to deal closure, ensuring a structured, strategic approach that positions Icertis as a value-driven solution provider.
• Engage in deep, outcome-based discussions with senior business leaders to understand their needs and position tailored solutions that deliver measurable business results.
• Leverage AI-driven insights to prioritise pipeline, manage deal risk, and improve forecast accuracy.
• Develop and implement a territory strategy that drives consistent results and maximizes market penetration, leveraging both self-generated leads and internal resources.
• Listen attentively to customer needs, respond with tailored solutions, and maintain strong follow-through to build trust and influence.
• Maintain accurate and up-to-date sales information in systems like Salesforce, ensuring transparency and accountability in forecasting and deal management.
• Develop and grow ecosystem relationships with key GSIs and SAP to gain access and influence to key customer stakeholders.
• Solve the strategic problems of our prospects and customers with a deep understanding of, and ability to position the Icertis AI-First Contract Intelligence platform.

• Software sales experience, with consistent, sustained performance.
• Deep understanding of key customer opportunities and industry-specific business drivers.
• A successful track record of closing multiple large enterprise software sales.
• Comfortable selling into large digital and AI-enabled transformation initiatives.
• Data-driven, consultative seller who embraces AI to improve sales effectiveness and customer experience.
• Excellent communication skills, both written and oral.
• Proven ability to effectively manage sales pipelines and accurately forecast revenue outcomes.
• Strong negotiation skills with the ability to walk away from deals that don’t align with business objectives.
• Proficiency in Salesforce and other CRM tools to manage pipelines, forecast accurately, and report deal progress.
  

Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.