Director, Sales (Los Angeles)

Uniphore is the Business AI company. Our sovereign, composable and secure AI platform connects enterprise data, fine-tunes AI models and deploys agentic AI across the enterprise. We empower every worker to boost productivity and help businesses grow faster, operate smarter and reduce costs. Trusted by more than 2,000 businesses globally, and recognized on the Deloitte Fast 500, Uniphore delivers on the promise of AI as a transformative force for business.

Job Description:

About the Role

Own and grow one of Uniphore's largest enterprise relationships - a global Insurance sector account with complex, multi-division operations. As Sales Director, you'll be the primary point of contact for this direct enterprise customer, deepening adoption of Uniphore's AI platform across their organization and expanding the account through renewals, upsell, and cross-sell - driven by consultative, outcome-based account management.

Responsibilities

• Own and grow a flagship strategic insurance, expanding the relationship and footprint across new lines of business

• Build and execute a multi-year account strategy for the account (managed ARR $1M-$30M+)

• Own the full account lifecycle - from onboarding and adoption through renewal, expansion, and negotiation

• Deliver $2M-$4M in expansion ARR annually through upsell, cross-sell, and whitespace identification

• Develop ROI-driven business reviews (QBRs) that earn continued executive/board-level sponsorship

• Orchestrate cross-functional teams (Solutions Engineering, Customer Success, Product, Legal) as the “CEO of the account”

• Track adoption, usage, and product trends to surface expansion opportunities and defend against churn risk

• Maintain accurate forecasting and pipeline visibility within the account through Salesforce

Qualifications

• Proven success managing and expanding complex, high-value enterprise accounts in the insurance industry, including flagship customers with significant commercial scale and multiple lines of business.

• 10+ years in enterprise SaaS/technology account management or sales, with consistent quota/retention attainment

• 5+ years managing C-suite relationships in F500/G2000 accounts

• Track record of growing accounts to $2M+ ACV / $10M+ TCV through renewals and expansion (not net-new acquisition)

• Experience in AI/ML, SaaS, cloud, or data platforms; ideally within Insurance

• Mastery of MEDDPICC, Challenger, or Command the Message applied to account expansion motions

• Bachelor's degree; Salesforce proficiency

• Based in or willing to relocate to Los Angeles, CA; willingness to travel as needed to support the account on-site

Nice to Have

Existing C-suite relationships in target technology, experience with partners like AWS, Snowflake, or Databricks, and a proven land-and-expand playbook.

Hiring Range: $289,600 - $398,200 OTE (50% base salary / 50% variable compensation). Actual compensation will be determined based on factors including skills, experience, qualifications, and location.

Hiring Pay Range:

Benefits:

In addition to competitive base pay, this position also includes an annual incentive opportunity based on target achievement, pre-IPO stock options, benefits including medical, dental, vision, 401(k) with a match, and more, plus generous paid time off, paid holidays, paid day off for your birthday and other paid leave policies to support employees through all phases of life.

Location preference:

Uniphore is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, disability, veteran status, and other protected characteristics.

For more information on how Uniphore uses AI to unify-and humanize-every enterprise experience, please visit www.uniphore.com.