Director, Enterprise B2B Tech Sales

Afiniti

  • Dublin
  • Permanent
  • Full-time
  • 2 months ago
Afiniti's vision is to lead the contact centre industry by delivering innovative AI solutions that uniquely enhance customer lifetime value and operational efficiency, earning us the trust of leading consumer companies worldwide. Over the past 16 years, Afiniti's patented technology has paired customers and contact centre agents in real-time based on how well they are likely to interact, leading to better experiences across the entire customer journey. As our products evolve, it is our mission to retain and grow revenue by creating repeatable AI-driven solutions that transition from high-touch managed services to product-led growth. We aim to do this by offering our core routing AI to a larger number of medium-sized enterprises at a lower price and via a subscription-based model, and by addressing more use cases via a with unique IP that delivers prompt-first application development (as opposed to legacy flow builders), and AI-driven instrumentation to maximize performance.Afiniti operates throughout the world and has driven billions of dollars of precisely measurable AI value for our telecommunications, banking, insurance, healthcare, and travel customers. To learn more, visit www.afiniti.com.ROLEDirector, Enterprise B2B Tech SalesReporting to: Chief Revenue OfficerLOCATIONIrelandPURPOSEWe're looking for a driven Account Executive with a strong command of complex sales cycles and experience selling cross-functional B2B solutions to medium and large enterprises. You'll be responsible for building a qualified pipeline, advancing strategic enterprise deals, and partnering closely with internal teams to deliver compelling solutions that create measurable business value.Performance Objectives (What You'll Deliver)Within 30 Days
  • Ramp up on Afiniti's platform, vertical-specific use cases, and core value propositions
  • Identify 30 high-potential target accounts and build a multithreaded stakeholder map
  • Develop a 90-day territory plan with measurable outreach goals
By 90 Days
  • Conduct 15+ qualified discovery meetings with target enterprise accounts
  • Generate at least one opportunity with verified interest beyond the first meeting
By 6 Months
  • Conduct 35-40 qualified meetings
  • Advance 2+ deals to late-stage negotiation or legal review
  • Build an active pipeline of $4M+ across qualified opportunities
By 12 Months
  • Close 2 enterprise deals
  • Conduct 70-80 qualified meetings in total
  • Maintain an active pipeline of $5-7M, with at least 3 late-stage opportunities
  • Deliver 1+ customer success story or case study based on closed business
Success Profile
  • You've led and closed $750K+ enterprise B2B technology deals with complex decision cycles
  • You run a consultative sales process and know how to drive cross-functional alignment
  • You are process-oriented and run thorough sales cycles
  • You've successfully engaged and sold to C-suite executives and senior decision-makers
  • You operate independently, manage competing priorities, and stay accountable to your number
  • You communicate value clearly - with tailored demos, crisp ROI cases, and executive-ready messaging
Qualifications
  • 10+ years in enterprise B2B tech sales, with at least 5 years selling complex $750K+ deals
  • Proven success selling to C-level buyers in medium to large enterprise environments
  • Familiarity with MEDDPICC as a qualification and forecasting framework
  • Highly motivated, organized, and results-oriented
Ideal Candidate
  • Experience selling AI or advanced analytics solutions
  • Sold Customer Experience (CX) solutions or platforms
  • Has successfully sold to CMOs, CROs, or Contact Center Operations leaders
  • Trained in Force Management's Command of the Message
  • Multilingual, with the ability to engage international clients and teams
Tools & Support
  • Dedicated SDR and pre-sales engineering support
  • Weekly pipeline reviews and sales leadership coaching
  • Strong product-market fit with proven impact for Fortune 500 customers
Ready to Make Your Mark?Join a 17-year-old global company with a small, high-performing sales team - where you'll drive strategic deals, deliver measurable value, and help shape Afiniti's growth story.. We believe that richness in diversity is a huge asset for Afiniti. We value both the similarities and differences in everyone who is a part of the Afiniti team. We believe that this diversity builds a stronger organization and is in keeping with the core values of our company. Our policy, therefore, is to provide equal employment opportunities for all applicants and employees without regard to race, color, religion, sex (including pregnancy, childbirth, related medical conditions, breastfeeding or reproductive health decisions), gender identity or expression, national origin, age, marital status, ancestry, physical or mental disability, sexual orientation, personal appearance, genetic information, family responsibilities, matriculation, political affiliation, military or veteran status, or any other category protected under applicable federal, state or local law. This means that we comply with all applicable human rights and employment legislation, and we do not discriminate in any aspect of employment, including recruiting, hiring, compensation, promotions, reductions in force, or terminations.

Afiniti