Director, Sales - New Logo (Acquisition), North America

About this role

About Nexcess

Nexcess provides specialty cloud solutions for organizations where performance and compliance have to coexist. We serve businesses worldwide, from agencies scaling client sites to enterprises running mission-critical operations. We've built our reputation on deep technical expertise and genuine partnership with every client we work with. Behind every environment we manage is a team of people who take the craft seriously and keep showing up when it matters.

Overview

The Director, Sales - New Logo (Acquisition) is responsible for leading new customer acquisition and revenue growth across the Nexcess Managed Cloud business in North America. This role leads a team of approximately 5–8 Account Executives and owns team performance against monthly, quarterly, and annual recurring revenue and new business targets.

This is a hands-on, quota-carrying sales leadership role. The Director will recruit, onboard, coach, and develop Account Executives while remaining actively involved in customer conversations, opportunity strategy, commercial negotiations, and closing key deals.

The role will drive a disciplined, prospecting-led sales motion focused on mid-market organizations with revenue-critical and compliance-sensitive technology environments. Solutions include managed cloud, managed dedicated servers, private cloud, managed Windows and Linux workloads, compliance-ready infrastructure, and managed security services.

The Director will partner closely with Sales Engineering, Marketing, Sales Operations, Customer Success, and Technical Account Management to build pipeline, improve territory penetration, win competitive displacement opportunities, and convert new customers into durable recurring revenue relationships.

The compensation range for this position is between $175k-$225k base + commission.

Responsibilities

Revenue Growth & New Logo Acquisition

• Own new logo sales performance across North America, including MRC bookings, recurring revenue targets, pipeline generation, quota attainment, and territory coverage.

• Develop and execute sales plans designed to achieve or exceed monthly, quarterly, and annual new business targets.

• Establish appropriate pipeline coverage expectations based on quota, conversion rates, sales cycles, and territory opportunity.

• Drive consistent prospecting and new account development across the Account Executive team.

• Identify and develop competitive displacement opportunities within target markets.

• Expand opportunities across the Managed Cloud portfolio, including private cloud, compliance, security, and managed services.

• Balance revenue growth with contract quality, recurring revenue value, term, margin, and long-term customer potential.

Sales Execution & Deal Leadership

• Maintain an active role in strategic and complex opportunities by participating in customer meetings, opportunity strategy, solution development, commercial negotiations, and deal closure.

• Coach Account Executives throughout the sales cycle, from initial qualification and discovery through proposal, negotiation, and close.

• Partner with Sales Engineering to align technical solutions with customer business, infrastructure, security, and compliance requirements.

• Apply and reinforce MEDDPICC/MEDDICC or a comparable structured sales methodology across qualification, opportunity reviews, deal inspection, and stage progression.

• Establish consistent expectations for opportunity quality, next steps, stakeholder engagement, decision criteria, and close planning.

• Support Account Executives in navigating technical and executive-level customer conversations.

• Develop repeatable sales plays for target segments and competitive scenarios.

Sales Team Leadership & Performance

• Lead, coach, and develop a team of approximately 5–8 Account Executives responsible for new logo acquisition.

• Establish clear individual expectations for quota attainment, pipeline creation, activity, territory coverage, forecasting, and sales execution.

• Conduct regular one-on-ones, pipeline reviews, deal reviews, coaching sessions, and performance discussions.

• Identify performance gaps early and establish clear coaching, development, and performance improvement expectations.

• Recognize high performance and develop Account Executives with the capability and interest to take on expanded responsibilities or future leadership opportunities.

• Build a collaborative, accountable sales culture focused on execution, continuous improvement, and customer outcomes.

Recruiting, Onboarding & Development

• Maintain an active pipeline of qualified Account Executive candidates to support approved growth and anticipated backfill needs.

• Partner with PX and leadership to identify hiring needs, territory coverage gaps, and potential performance-related staffing risks.

• Lead the onboarding and early development of newly hired Account Executives.

• Establish target accounts and territory penetration plans with new Account Executives within their first 90 days.

• Partner with Sales Enablement, Marketing, and Sales Operations to establish individualized development plans covering product knowledge, methodology, competitive positioning, pipeline development, and forecasting.

• Coach through call reviews, customer meetings, opportunity inspection, deal strategy, and regular performance discussions.

• Ensure new Account Executives demonstrate proficiency in core selling competencies within approximately 45 days and progress toward full productivity within approximately 90 days.

Territory, Pipeline & Forecast Management

• Manage the North American territory model to ensure appropriate alignment between market opportunity, Account Executive capacity, pipeline expectations, and quota.

• Monitor territory penetration and identify areas requiring increased prospecting, campaign support, account development, or resource allocation.

• Maintain visibility into pipeline health, coverage,…