Director of Sales – Retail Hunter

Location: San Jose, CA - Hybrid
Employment Type: Full-Time / Permanent (W2 Only) 
salary starting at $200K 

Overview

Our client is seeking a high-impact, enterprise sales hunter to drive net-new retail client acquisition across North America. This role is focused on building pipeline, opening strategic enterprise accounts, and closing large-scale digital transformation engagements within the retail sector.

This is not an account management or farming role. The ideal candidate is a true hunter with a proven track record of generating enterprise opportunities from scratch, building executive relationships, and closing complex IT services and transformation deals.

The Director of Sales will lead Account-Based Marketing (ABM) efforts within targeted retail accounts while partnering closely with SDR/BDR resources, presales, delivery leadership, and alliance teams to accelerate pipeline and revenue growth.

Key Responsibilities

Enterprise Business Development

• Drive net-new logo acquisition within the retail industry across North America
• Develop and execute strategic territory and named-account plans
• Build and manage enterprise sales pipeline through proactive outreach and relationship development
• Create multi-threaded engagement strategies targeting CIOs, CTOs, CDOs, CMOs, VP Digital, VP Stores, and other executive stakeholders
• Lead complex sales cycles from prospecting through contract execution

Account-Based Marketing (ABM) Strategy

• Execute ABM-led sales motions aligned to retail sub-verticals including:
  • Specialty Retail
  • Grocery
  • Fashion/Apparel
  • Big Box Retail
  • Direct-to-Consumer (DTC)
• Collaborate with marketing teams on targeted campaigns and executive outreach initiatives
• Leverage industry conferences and networking events including NRF, Shoptalk, Groceryshop, Dreamforce, Oracle events, and similar forums to generate pipeline opportunities

Team & Cross-Functional Leadership

• Manage and mentor SDR/BDR resources to drive qualified meeting generation
• Partner with:
  • Technical consultants
  • Presales and solution architecture teams
  • Delivery leadership
  • Alliance and partner organizations
• Coordinate onsite and offshore teams throughout the sales lifecycle
• Lead solution discussions, proposal development, and deal strategy sessions

Solution & Services Selling

Drive enterprise sales across a portfolio including:

• Digital Commerce & Composable Commerce
• Salesforce Commerce Cloud (SFCC)
• commercetools
• Adobe Commerce
• Unified Commerce & Store Modernization
• Oracle Retail solutions (Xstore, Merchandising)
• AI & Analytics solutions
• Cloud migration and modernization initiatives
• Data, API, and microservices transformation programs

Must be capable of selling both project-based transformation engagements and managed services solutions.

Required Qualifications

• 10+ years of experience selling IT services, digital transformation, or consulting solutions
• 10+ years of experience within the retail industry ecosystem
• Proven success as an enterprise hunter with consistent quota attainment and new logo wins
• Experience selling solutions related to:
  • Salesforce Commerce Cloud (SFCC)
  • commercetools
  • Adobe Commerce
  • Oracle Retail / Store Systems
  • Unified Commerce / Omnichannel transformation
  • Cloud modernization
  • AI, analytics, or data-driven solutions
• Experience managing or mentoring SDR/BDR teams
• Strong Account-Based Marketing (ABM) experience
• Experience working within global delivery models and coordinating offshore teams
• Excellent executive communication and relationship-building skills

Preferred Competencies

• Hunter mentality with a highly proactive, pipeline-driven approach
• Strong executive presence and C-level engagement skills
• Ability to orchestrate complex enterprise sales pursuits
• Deep understanding of retail operations and digital retail transformation
• Strong collaboration skills across matrixed onsite/offshore organizations
• High level of CRM discipline, forecasting accuracy, and pipeline management
• Ability to strategically leverage industry events to accelerate business development