Director - Enterprise Sales, North America

About The Role

WSO2 is seeking a Director – Enterprise Sales to drive WSO2’s success in Enterprise Accounts across the US and Canada. This is a high-impact role focused on executing against ambitious growth plans across this segment. This role will focus on expanding WSO2’s footprint with new customers while deepening relationships with existing Enterprise Accounts, supporting continued growth and success across the region. You will act as a force-multiplier for a high-performing team of Enterprise Account Managers, with a focus on advanced coaching, talent development, and instilling a predictive, value-based sales methodology to drive consistent performance.

Key Responsibilities

Sales Strategy:

• Define and refine the regional Go-To-Market (GTM) strategy, including territory design, account segmentation, and vertical focus, ensuring alignment with WSO2’s product-led growth and enterprise motion.
• Drive sales excellence through daily, active participation in deal reviews and rigorous pipeline inspection, providing deep, actionable coaching on territory planning, value-based selling, and executive-level engagement.
• Collaborate closely with cross-functional leaders in marketing, solutions engineering, partner alliances, and customer success to deliver a unified strategy and strong customer experience.

Team Management:

• Lead, coach, and grow a team of Enterprise Account Managers, acting as a critical in-field resource for complex deals and competitive scenarios.
• Set clear goals, monitor performance, and provide ongoing mentorship to develop top sales talent.
• Foster a collaborative, high-performance culture focused on customer value and revenue results.

Customer Acquisition and Expansion:

• Own the overall revenue targets for the region-drive, new logo acquisition, and customer expansion
• Act as an executive sponsor for the region's largest and most strategic accounts, ensuring deal velocity and successful multi-year contract negotiations.
• Build and maintain strong C-level relationships with key customers and prospects to unlock long-term value.
• Ensure high customer satisfaction, adoption, and retention across the portfolio.
• Support partner-led growth initiatives and strategic alliances to scale reach and delivery.

Reporting and Forecasting:

• Deliver accurate sales forecasting, pipeline reporting, and regional performance insights to executive leadership.
• Ensure CRM hygiene, deal health tracking, and compliance with sales operations processes.

Qualifications, Skills, and Relevant Experience

• 5+ years of experience as a first-line enterprise sales leader.
• 10+ years of experience in account management or sales within the enterprise software infrastructure industry.
• Proven expertise in coaching a modern sales methodology (e.g., MEDDPICC) 
• Demonstrated success in the full sales lifecycle of complex Enterprise software in the API management, integration, or IAM space. Experience positioning products that drive digital transformation and AI strategy is highly valued.
• Proven track record in sales and exceeding targets.
• Bachelor’s degree or equivalent.
• Strong interpersonal and communication skills with the ability to engage at all levels, including C-suite executives.
• Strong analytical and problem-solving skills.