Senior Director, Strategic Sales

Integration meets Innovation At Celigo, we believe integration should empower — not exhaust — innovation. As a modern Integration and Automation Platform (iPaaS), we’re on a mission to simplify how companies integrate, automate, and optimize processes. Powered by game-changing technology like runtime AI and prebuilt, mission-critical integrations, Celigo is redefining how businesses connect their world. Celigo is looking for a Senior Director, Strategic Sales to lead our growing Strategic Accounts Acquisition team and help us win platform new logos at scale. This is more than a number to hit: you will build pipeline we control, win platform deals with conviction, and make agentic part of every strategic conversation. This position reports to the Head of NA Sales. What would you do if hired? • Lead, coach, and mentor a team of 7 to 10 strategic AEs to maximize subscription ARR within a defined region. Recruit and top-grade the team, act quickly on underperformance, and build a winning culture with rigor, where curiosity, ownership, and speed are simply how people sell. • Win platform deals with conviction. Partner with other sales leaders to adapt our sales process to platform deals rather than point integrations: discovery, qualification, when and how to pitch, and the decks and demos along the way. Codify what our top platform sellers already do and make it the standard. Ship a clear version quickly, then sharpen it based on what deals and the field actually tell you, measured by win rate, deal size, velocity, and fewer no-decision losses. • Coach reps to lead with a point of view instead of reacting to requirements: confident storytelling, co-selling with customers who refer their peers, in-person plays, and an executive sponsor program for strategic deals. • Build new-logo pipeline we control. Make outbound prospecting a real, measured pipeline stream aimed at our ICP and target personas. Build ABX programs with Marketing with agreed targets and sourcing rules, run field events led by AEs and managers, and drive field-level engagement with the GTM teams of our strategic SIs, alliances, and partners. Measure every play, double down on what works, and stop what doesn't. When there is a gap in coverage, you step in and close it without waiting to be asked. • Make agentic part of every strategic deal. Make sure your AEs are fluent in agents, MCP, and Ora, use agentic as a wedge into platform deals, and work hand in hand with our agentic specialists, CS, PS, and partners so interest turns into production use. Feed the use cases, personas, and objections that win in the field back to product. • Land customers set up to grow. Scope partner deals as platform deals, not small point solutions, and hand off to Account Management and Customer Success with a clear adoption plan, because our growth depends on net revenue retention as much as on new logos. • Own forecast accuracy. Inspect pipeline every week, call out risk early, keep the CRM reflecting reality, and give leadership a number they can trust. Base capacity and hiring asks on pipeline supply, not headcount alone. • Use AI to make your team faster and sharper: surface deal risk and forecast gaps, speed up account research and call coaching, and personalize outreach at scale, so reps spend their time on the human judgment that wins strategic deals. • Set strategic direction by targeting new market segments, verticals, and use cases beyond our core business, including Unified Commerce, and anticipate how shifts in the market and in AI will change the way customers buy integration and automation. Bring a clear view from the field on what's working in pricing, including AI pricing, and push for what your team needs. Who are we looking for? Skills & Abilities • Strategic foresight. You connect your region and team to Celigo's bigger growth plan and make decisions that serve the long-term outcome, not just this quarter's number. • A point of view, and some swagger. You sell the platform, not a point integration, and you teach your reps to tell that story with confidence. • Run by the numbers. You know what each pipeline source and play produces, and you measure yourself by win rate, conversion, and outcomes rather than activity. • Genuine curiosity. You ask the questions others skip, dig into new markets, buyers, and technology before you are required to, and stay constructive when things change. • A bias for speed with intention. You test new plays, segments, and messaging quickly, learn from real results, and recover fast when something misses. • An owner's mindset. You treat the number and the health of your team as your own, jump into a critical deal when it matters, and close the cross-functional gaps that block revenue instead of waiting for someone else to. • Energized by AI and agentic. You find new ways to apply AI to how you lead and sell, are fluent (or quickly becoming fluent) in agents and MCP, and coach your team to do the same. Education & Experience • 5+ years of successfully managing a field sales team in a fast-growing B2B SaaS environment • Proven success selling iPaaS or platform solutions across multiple departments to net new customers, including large platform deals rather than point solutions • A track record of building outbound pipeline as a measured, repeatable source • Experience co-selling with strategic SIs, alliances, and a partner ecosystem to maximize customer value • Experience selling AI, agentic, or automation solutions is a plus • Experience selling to mid-market and enterprise eCommerce, Unified Commerce, and/or fast-growing SaaS companies is a plus Celigo reasonably expects to pay a base salary between $175,000 and $200,000 per year for this position. Actual starting base pay will be determined by skills, experience, geographic location, and other non-discriminatory factors permitted by law. Total compensation may also include variable incentives, benefits, or other perks as