Director, Sales

Job Description

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! 

Acquia is seeking an experienced and entrepreneurial Sales Leader to own the strategy, execution, and scaling of our brand new team of Account Executives for Acquia Source. Acquia Source is our next generation, AI – powered SaaS CMS, proudly powered by Drupal – the most secure and scalable CMS on the planet. 

 In this role, you will be responsible for:

1. Strategy & Execution

• Develop and execute a comprehensive go-to-market (GTM) sales strategy for the Mid-Market/Enterprise market, aligned with company revenue goals.
• Define, implement, and rigorously track key sales metrics, processes, and methodologies (e.g., MEDDPICC, Challenger) to ensure efficiency and predictability.
• Manage the sales forecasting process, ensuring accuracy and providing clear visibility into pipeline health and attainment to the leadership team.

2. Team Building & Leadership

• Recruit, hire, and onboard a world-class team of Mid-Market Account Executives to successfully own and develop their territories and strengthen their pipelines
• Establish a culture of high performance, accountability, mentorship, and continuous improvement within the sales organization.
• Provide regular, constructive coaching and performance management to help AEs exceed their quotas and accelerate their professional development.

3. Operational Excellence

• Collaborate with Marketing, Product, and Customer Success to ensure a seamless end-to-end customer experience and optimized sales funnel.

Required Skills:

• 8- 10+ years of progressive sales experience, with at least 5 years in a sales leadership/management role at a B2B SaaS or technology company.
• Proven track record of building and scaling a new sales team (AEs) from an early stage to a high-performing, measurable organization.
• Expertise in defining sales processes, methodologies, and comp plans that drive scalable, repeatable results.
• Demonstrated success in consistently meeting or exceeding team-level revenue targets in a high-growth environment.
• Deep understanding of the full sales cycle, from lead generation and prospecting to negotiation and closing 
• Exceptional hiring and coaching abilities, with an emphasis on performance management and talent development.
• Strong analytical skills, comfortable using data (CRM, pipeline reports) to drive strategic decisions.

We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.

 Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more! 

Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.