Sales Director
Blue Lake Consulting Group
- New York, New York, United States
- New York, New York, United States
About
On behalf of our client, a global provider of Content Delivery Network (CDN) services, we are seeking a Director of Sales, a strategic yet hands‑on sales leader with deep experience in CDN services, to lead the revenue organization across new business acquisition, onboarding, retention, and expansion. The chosen professional will bring the leadership skills to drive Account Executives (AE), Account Managers (AM), and Customer Success (CS) to deliver predictable, profitable Annual Recurring Revenue growth through disciplined execution, coaching, and cross‑functional alignment.
Job Location:
US-based and fully remote; ideal office within EST or CST time zones. Up to 25% travel (domestic and international) for industry events, key customer and team meetings.
Key Priorities
Team Leadership:
Build a high‑performance environment grounded in preparation, ownership, accountability and continuous improvement. Manage and develop AEs, AMs, and CS. Establish clear expectations, coaching rhythms, and performance standards.
Recurring Revenue Growth:
Drive consistent outbound, inbound qualification, discovery, pricing, and POC execution. Ensure AEs generate high‑quality pipeline aligned to Ideal Customer Profiles (Media & Entertainment, Gaming, Ad Tech).
Deal Execution:
Improve deal quality, deal size, and win rates by enforcing structured discovery, technical scoping, documented success criteria, and disciplined follow‑up. Ensure trial accounts have defined timelines, technical requirements, and success metrics. Partner with Engineering and Operations to remove blockers and accelerate adoption.
Customer Lifecycle:
Oversee the AE to AM transition process to ensure smooth onboarding, early usage ramp, and customer alignment during the first six months. Partner with AMs to identify risk, monitor usage trends, and support expansion opportunities. Ensure renewal forecasting and expansion pipelines are accurate and well‑documented.
Forecasting & Reporting:
Own pipeline accuracy, forecasting discipline, and weekly sales meetings. Provide clear, data‑driven visibility to executive leadership.
Process Excellence:
Implement standardized sales processes for outbounding, lead routing, discovery, pricing, POC execution, onboarding, and renewals. Enforce CRM hygiene and documentation standards.
Market & Competitive Insight:
Stay current on CDN, cloud, networking, and performance infrastructure trends. Equip the team with competitive positioning and deal guidance.
Experience & Competencies
5+ years of sales leadership experience overseeing AEs and/or AMs in B2B technology.
Background in CDN, cloud, networking, or technical infrastructure required.
Proven ability to build and scale a structured sales operating cadence.
Demonstrated success improving deal quality, win rates, and pipeline discipline.
Excellent coaching, communication, and cross‑functional collaboration skills.
Comfortable working directly with Engineering and Operations on technical deals.
Highly organized, data‑driven, and effective in a remote‑first environment.
Why Join Us?
Competitive base salary with performance‑based variable compensation.
Unlimited paid time off and all federal holidays.
Hands‑on, high‑impact role with direct influence on growth.
Opportunities for career growth and leadership development.
Dynamic and collaborative work culture with a supportive team.
Cutting‑edge technology and resources to help you succeed in your role.
Remote work environment to allow for work‑life balance.
Semi‑annual company retreats.
Internet and UberEATS allowances.
Annual work‑from‑home budget.
Seniority Level Director
Employment Type Full‑time
Industries IT Services and IT Consulting, Technology, Information and Media, and Telecommunications
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Languages
- English
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