Overview This is a remote-first position, ideal for a senior sales professional with experience navigating complex, consultative sales cycles within large organizations in the North American Region. In this role, you will be responsible for identifying and securing new enterprise accounts, expanding relationships within existing customers, and positioning Solace as a critical enabler of both traditional event-driven architecture (EDA) and next-generation AI-driven initiatives. As organizations accelerate their adoption of artificial intelligence, real-time data movement has become a foundational requirement. Solace plays a key role in helping enterprises modernize their integration strategy to support AI workloads—by ensuring that data is delivered securely, efficiently, and in real time across distributed systems. You will work closely with technical stakeholders and executive decision-makers to demonstrate how Solace’s platform can serve as the backbone for modern AI-ready infrastructure. In This Role, You Will… At Solace, Sales Directors are responsible for establishing, cultivating, and improving Solace’s relationship with clients. They identify new business opportunities to grow with both new clients, and within existing clients – and they lead the sales process from start to finish. Our Sales Directors develop and execute territory and account plans that address short-term and strategic goals which include pipeline building, revenue attainment, profit margin, client wallet share, and customer satisfaction. They are “hunters” and must be self-starters who are able to work independently. At the same time, they must be strong team players — capable of collaborating widely and building a deep relationship with their pre-sales engineer(s) and others. Ultimately, our Sales Directors are accountable to win new business, and in the process will build strong client relationships (at both the working and executive level), negotiate complex deals, and establish long-lasting client relationships. What You’ll Bring to the Role Consultative selling Ability to build strong executive relationships Proven ability to close large, complex deals Track record in selling middleware products, solutions, and services Exceptional interpersonal skills with a proven ability to connect with clients Ability to pull together a team and lead complex negotiations Bachelor’s degree or equivalent 10 years of experience managing client relationships in the Enterprise IT space Proven track record of sales success in other IT companies Familiarity with MEDIC / MEDDPICC sales process Willingness to travel as much as 30% of their time (2-3 days a week) Why You’ll Want to Join Us at Solace We have an awesome team! You’ll get to work with some of the smartest individuals in the business We believe in work-life balance and believe it’s important to love what you do We have adopted a hybrid work model to create an inclusive working environment for everyone We live by our values: craftsmanship, trust, courage, freedom, momentum, humility, and human experience. Every. Single. Day. Our training programs are top-notch (LinkedIn Learning, Mentorship program, Solace Academy) We like to brag about our stellar customer lineup! We are social – we like to keep things simple and fun! We are one of the top-ranked employers on Glassdoor We have a sense of humour and make cool videos on cool topics like MITT and this! We understand that experience takes on various shapes and sizes. Not sure you meet all the requirements? We still want to hear from you! Your unique experience could be exactly what we are looking for. At Solace, we believe that diversity and inclusion drive innovation and growth, both in business and in life. We strive to create an enriching and safe workplace where you can be who you are. If you want to do the best work of your career and feel supported every step of the way, we encourage you to join us! Accommodations are available upon request for anyone taking part in the hiring process. Let us know how we can help! We thank all candidates for their interest, however, only those selected to continue in the selection process will be contacted. #LI-CM1

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