Director, Sales (Los Angeles)
At a glance
Leadership Sales Leadership role at Uniphore. Remote, United States of America · full-time · $289,600–$398,200 OTE.
Growth Roles summary, based on the employer's posting.
What you'll do
- You'll lead a flagship insurance account, extending its reach into additional lines of business
- You'll set a multi-year plan and guide the customer from onboarding and adoption through renewal and negotiation
- You'll uncover whitespace and drive account growth through upsell, cross-sell, and renewals
- You'll build ROI-focused QBRs that maintain executive and board-level sponsorship
- You'll coordinate Solutions Engineering, Customer Success, Product, and Legal while tracking usage and Salesforce pipeline
What you bring
- Bring a record of expanding complex, high-value insurance accounts across multiple business lines
- Offer at least ten years in enterprise SaaS or technology sales or account management with quota and retention results
- Have at least five years managing C-suite relationships at F500 or G2000 customers and growing accounts to $2M+ ACV or $10M+ TCV
- Bring experience with AI/ML, SaaS, cloud, or data platforms and use MEDDPICC, Challenger, or Command the Message
- Hold a bachelor's degree and demonstrate Salesforce proficiency
Who this fits
You’ll suit a senior enterprise account leader focused on consultative expansion rather than net-new acquisition, with experience engaging C-suite stakeholders. You must be based in Los Angeles or willing to relocate there. The role is remote, with travel required as needed to support the customer on-site.
From the employer
Uniphore is the Business AI company. Our sovereign, composable and secure AI platform connects enterprise data, fine-tunes AI models and deploys agentic AI across the enterprise. We empower every worker to boost productivity and help businesses grow faster, operate smarter and reduce costs. Trusted by more than 2,000 businesses globally, and recognized on the Deloitte Fast 500, Uniphore delivers on the promise of AI as a transformative force for business.
Job Description:
About the Role
Own and grow one of Uniphore's largest enterprise relationships - a global Insurance sector account with complex, multi-division operations. As Sales Director, you'll be the primary point of contact for this direct enterprise customer, deepening adoption of Uniphore's AI platform across their organization and expanding the account through renewals, upsell, and cross-sell - driven by consultative, outcome-based account management.
Responsibilities
Own and grow a flagship strategic insurance, expanding the relationship and footprint across new lines of business
Build and execute a multi-year account strategy for the account (managed ARR $1M-$30M+)
Own the full account lifecycle — from onboarding and adoption through renewal, expansion, and negotiation
Deliver $2M–$4M in expansion ARR annually through upsell, cross-sell, and whitespace identification
Develop ROI-driven business reviews (QBRs) that earn continued executive/board-level sponsorship
Orchestrate cross-functional teams (Solutions Engineering, Customer Success, Product, Legal) as the “CEO of the account”
Track adoption, usage, and product trends to surface expansion opportunities and defend against churn risk
Maintain accurate forecasting and pipeline visibility within the account through Salesforce
Qualifications
Proven success managing and expanding complex, high-value enterprise accounts in the insurance industry, including flagship customers with significant commercial scale and multiple lines of business.
10+ years in enterprise SaaS/technology account management or sales, with consistent quota/retention attainment
5+ years managing C-suite relationships in F500/G2000 accounts
Track record of growing accounts to $2M+ ACV / $10M+ TCV through renewals and expansion (not net-new acquisition)
Experience in AI/ML, SaaS, cloud, or data platforms; ideally within Insurance
Mastery of MEDDPICC, Challenger, or Command the Message applied to account expansion motions
Bachelor's degree; Salesforce proficiency
Based in or willing to relocate to Los Angeles, CA; willingness to travel as needed to support the account on-site
Nice to Have
Existing C-suite relationships in target technology, experience with partners like AWS, Snowflake, or Databricks, and a proven land-and-expand playbook.
Hiring Range: $289,600 - $398,200 OTE (50% base salary / 50% variable compensation). Actual compensation will be determined based on factors including skills, experience, qualifications, and location.
Hiring Pay Range:
$289,600 - $398,200
Benefits:
In addition to competitive base pay, this position also includes an annual incentive opportunity based on target achievement, pre-IPO stock options, benefits including medical, dental, vision, 401(k) with a match, and more, plus generous paid time off, paid holidays, paid day off for your birthday and other paid leave policies to support employees through all phases of life.
Location preference:
Uniphore is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, disability, veteran status, and other protected characteristics.
For more information on how Uniphore uses AI to unify—and humanize—every enterprise experience, please visit www.uniphore.com.
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