Director, Inside Sales and Enterprise Renewals

Director of Sales - Inside Sales and Enterprise Renewals (Account-Based) The following information aims to provide potential candidates with a better understanding of the requirements for this role. Department: Sales. Reports To: VP of Global Sales / Chief Revenue Officer. Position Summary The Director of Sales - Inside Sales and Enterprise Renewals is responsible for leading a high-performing, account-based sales organization focused on commercial and enterprise customer segments. This role oversees the full customer lifecycle—from acquisition through renewal—while driving scalable growth, retention, and expansion across assigned accounts. The Director is accountable for building and executing strategic plans, aligning cross-functional teams, and ensuring operational rigor within the sales and renewal motions. A critical function of this role is to hire, develop, and lead high-performing teams, instilling a culture of accountability, excellence, and continuous improvement across the organization. Key Responsibilities Strategic Sales Leadership Develops and drives an account-based go-to-market strategy to support growth and retention objectives across commercial and enterprise segments. Oversee accurate forecasting and pipeline management across the assigned account base, ensuring full visibility into sales performance and revenue risk. Aligns sales execution with broader business objectives, leveraging customer insights and market trends to inform planning and prioritization. Team Management and Development Hires, develops, and leads a tiered team of inside sales representatives, commercial account managers, and renewal specialists focused on both acquisition and renewal. Provides consistent coaching, mentoring, and performance feedback to enable individual and team success. Establishes and enforces sales processes, metrics, and KPIs to drive execution and accountability at all levels. Fosters a high-performance culture that encourages collaboration, professional growth, and customer-centric selling. Renewals and Customer Lifecycle Oversight Leads the enterprise renewal strategy, ensuring timely engagement, proactive risk management, and contract retention across the account base. Coordinates with Customer Success, Product, and Delivery teams to support seamless handoffs and ongoing value realization for customers. Implement frameworks to monitor customer health and drive expansion through upsell and cross-sell initiatives. Complex Deal and Partner Collaboration Leads complex deal structuring, including multi-product renewals and high-value enterprise transactions. Collaborate with partner and channel teams to expand reach and co-sell into strategic accounts. Validates deal risk, solution design, and resource planning in collaboration with technical and delivery leaders. Operational and Cross-Functional Leadership Ensure consistent reporting and communication with executive leadership on revenue performance, strategic initiatives, and customer outcomes. Partners with Marketing, Finance, Product, and Operations to align on demand generation, pricing strategies, and customer lifecycle initiatives. Oversee adoption of tools and technologies (e.g., CRM, sales enablement platforms) to increase team productivity and forecast accuracy. Qualifications Bachelor's degree in Business, Marketing, or a related field; MBA preferred. Minimum 10 years of sales leadership experience, including at least 5 years leading inside sales and/or enterprise renewals teams. Demonstrated success in leading account-based sales organizations and managing commercial and enterprise customer portfolios. Proven ability to hire, develop, and retain top-performing sales talent. Strong background in pipeline management, forecasting, and sales operations. Experience with Salesforce and enterprise sales methodologies such as MEDDIC, Challenger, or SPIN. Excellent strategic planning, communication, and stakeholder management skills. Preferred Experience Experience in B2B SaaS, cloud services, or enterprise technology sales. Familiarity with ABM platforms and customer lifecycle management tools. Multilingual capabilities (Spanish, Portuguese) are a plus. What the Role Offers A high-impact leadership position in a growth-oriented, customer-focused organization. Competitive compensation with performance-based incentives. Comprehensive health, wellness, and retirement benefits. A collaborative and inclusive culture that values innovation and accountability. Access to executive development and career progression opportunities. Forescout Technologies is proud to be an Equal Employment Opportunity Employer. We value and embrace diversity, equality, inclusion, and collaboration at the core of our "One Team" philosophy. xrczosw We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.