Aelum Consulting - Director - Sales

About the role:

Aelum Consulting is seeking a dynamic and results-driven Director Enterprise Sales to lead revenue growth, strategic customer engagement, and sales expansion across the ServiceNow, Salesforce, and Digital Transformation ecosystem.

The ideal candidate will have a proven track record of driving enterprise sales, building high-performing sales teams, developing strategic customer relationships, and consistently delivering revenue growth through new business acquisition, account expansion, and partner-led sales motions.

This role will be responsible for developing and executing growth strategies, managing key enterprise accounts, driving customer success, and contributing to the overall business objectives of the organization.

Key Responsibilities:

Revenue Growth & Business Development:

• Own and deliver annual revenue targets across enterprise accounts and new business acquisition.
• Drive new-logo acquisition and expansion within existing strategic accounts.
• Develop and execute sales strategies to achieve sustainable revenue growth.
• Build and maintain a healthy sales pipeline across target industries and geographies.
• Lead complex enterprise sales cycles from opportunity identification through deal closure.
• Collaborate with presales and delivery teams to create compelling customer solutions.

Strategic Account Leadership:

• Provide strategic oversight and executive sponsorship for key customer relationships.
• Develop account growth plans focused on upsell, cross-sell, and long-term partnership opportunities.
• Serve as an escalation point for strategic customer opportunities and business-critical issues.
• Build trusted advisor relationships with CXOs and senior business stakeholders.

Team Leadership & Development:

• Lead, mentor, and develop a high-performing sales and account management team.
• Establish clear sales goals, KPIs, and performance expectations.
• Drive a culture of accountability, customer focus, and revenue ownership.
• Support capability development and succession planning within the team.

Customer Success & Retention:

• Ensure high levels of customer satisfaction and long-term account retention.
• Drive renewals, adoption, and customer value realization initiatives.
• Monitor customer health, feedback, and service quality metrics.

Partner & Ecosystem Engagement:

• Develop strong relationships with ServiceNow, Salesforce, and strategic ecosystem partners.
• Drive partner-led sales motions, co-selling initiatives, and joint go-to-market activities.
• Identify and capitalize on market opportunities through OEM and alliance partnerships.

Operational & P&L Management:

• Own sales forecasting, pipeline management, and revenue reporting.
• Manage team budgets and business performance against growth objectives.
• Monitor key sales metrics and drive continuous improvement initiatives.
• Contribute to business planning and market expansion strategies.

Stakeholder Collaboration:

• Work closely with Delivery, Presales, Marketing, Customer Success, and Leadership teams.
• Participate in executive business reviews, strategic planning sessions, and customer governance meetings.
• Align sales objectives with broader organizational goals.

Qualifications:

• 15+ years of experience in Enterprise Sales, IT Services Sales, Account Management, or Business Development.
• Minimum 5 years of experience leading sales or account management teams.
• Strong understanding of ServiceNow, Salesforce, Digital Transformation, Cloud, ERP, or Enterprise Technology solutions.
• Demonstrated success in new business acquisition and strategic account growth.
• Proven track record of achieving and exceeding revenue targets.
• Experience working with OEMs, partners, and system integrators.
• Strong commercial acumen, negotiation, and stakeholder management skills.
• Bachelor's degree required; MBA preferred.

Preferred Traits:

• Revenue-focused leader with a growth mindset.
• Strong hunter-farmer balance.
• Strategic thinker with customer-centric execution.
• Excellent forecasting and business planning capabilities.
• Comfortable operating in a fast-paced, high-growth environment.
• Ability to influence senior stakeholders and drive business outcomes.