Director of Sales - Account Executive, New Business
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Sales - Account Executive, New Business based in Canada.
This is a fully remote sales leadership opportunity focused on building and scaling a high-performing new-business Account Executive team.
You will lead a team dedicated to winning net-new customers for Microsoft Dynamics ERP solutions, with ownership of pipeline generation, sales execution, forecasting, and quota performance.
The role combines strategic leadership with hands-on coaching across prospecting, qualification, discovery, negotiation, and complex deal execution.
You will establish disciplined, repeatable sales processes and use data-driven performance management to strengthen conversion and predictability.
Close collaboration with Marketing, SDR/BDR teams, Pre-Sales, RevOps, and Account Management will be central to the role.
The environment is fast-moving, consultative, metrics-focused, and centered on helping organizations adopt technology that supports business transformation.
Accountabilities
Recruit, hire, onboard, coach, and develop quota-carrying Account Executives focused exclusively on acquiring net-new customers.
Build and execute a scalable new-business pipeline strategy in collaboration with Marketing and SDR/BDR teams, maintaining sufficient qualified pipeline coverage against targets.
Own team quota attainment, bookings, pipeline health, and forecast accuracy, providing regular reporting on performance and deal progression.
Establish and enforce a consistent sales methodology and repeatable sales process covering prospecting, discovery, qualification, solution alignment, negotiation, and closing.
Define territories and account ownership rules for new-logo prospecting while maintaining clear boundaries with Account Management teams.
Ensure accurate and complete CRM records and a smooth transition from closed-won opportunities to Account Management and Implementation.
Partner with Pre-Sales Engineers on discovery, demonstrations, competitive positioning, and deal-specific win strategies.
Develop competitive insights and equip the sales team with relevant positioning, battlecards, and win/loss learnings.
Establish and monitor KPIs including pipeline coverage, win rate, average deal size, sales-cycle length, quota attainment, and forecast accuracy.
Conduct regular one-to-ones, pipeline reviews, forecast calls, and coaching sessions to maintain strong execution and accountability.
Collaborate with Sales Enablement, Marketing, and RevOps on messaging, territory design, compensation structures, reporting, and sales effectiveness.
Represent the organization at industry events, trade shows, and partner conferences to develop relationships and generate new-business opportunities.
Bachelor's degree in Business, Sales, Marketing, or a related field.
7+ years of B2B software or technology sales experience, with a strong record of acquiring net-new customers; ERP, SaaS, or complex enterprise software experience is preferred.
3+ years of experience leading and scaling a quota-carrying Account Executive team focused on new business.
Demonstrated ability to build repeatable, metrics-driven approaches to pipeline generation, forecasting, qualification, and sales execution.
Experience selling or supporting Microsoft Dynamics ERP, particularly Business Central and/or Finance & Supply Chain Management, or comparable ERP platforms is strongly preferred.
Proven ability to recruit, hire, onboard, and rapidly develop sales talent.
Strong knowledge of CRM, sales engagement, forecasting, and sales analytics tools, including HubSpot.
Excellent coaching, negotiation, communication, and executive-presence skills.
Ability to manage long, multi-stakeholder, consultative B2B sales cycles.
Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, Challenger, or Command of the Message.
Experience partnering with SDR/BDR leadership to generate outbound pipeline and qualify opportunities.
Background in channel, partner, VAR, or reseller-based software sales is an asset.
Experience competing against ERP providers such as NetSuite, Sage Intacct, Acumatica, or other comparable platforms is beneficial.
Strong value-based and consultative selling skills, with the ability to communicate business outcomes to senior stakeholders.
Willingness and ability to travel for client meetings, industry events, and trade shows as required.
Competitive annual salary of $150,000-$185,000 USD.
Fully remote work environment with location flexibility.
Comprehensive medical, dental, and vision coverage.
Access to a 401(k) retirement plan.
Generous paid time off, including vacation, holidays, and sick days.
Opportunity to lead and scale a strategic new-business sales function.
Exposure to Microsoft Dynamics 365, ERP transformation, and complex B2B technology sales.
Collaborative environment with cross-functional interaction across Sales, Marketing, Pre-Sales, RevOps, and Account Management.
Opportunities to attend industry events, trade shows, and partner conferences.
Career development opportunities through leadership, coaching, and continued exposure to enterprise technology sales.