Director of Sales, New Business

Vonage is a global cloud communications leader that helps businesses accelerate their digital transformation through our fully programmable Unified Communications, Contact Center Applications, and Communications APIs.

Why this role matters:

The Director of New Business is not just a sales role; it is the engine of our growth and expansion.

This role is dedicated solely to penetrating new markets and securing transformative deals that define our future. You will be responsible for bringing in Net New Logos - the largest, most strategic enterprise accounts that currently do not use our solutions.

You will lead the market strategy to drive top-line revenue growth by identifying and winning strategic, multi-million dollar enterprise accounts in high-value verticals (e.g., Financial Services, Retail, Logistics), while owning the entire sales cycle from initial executive contact to final contract and acting as the voice of the frontier market to provide critical intelligence for product and business strategy.

Your responsibilities;

This is a "hunter" role requiring relentless focus on identifying, engaging, and closing significant new enterprise business.

• New Logo Acquisition & Pipeline Generation: Proactively source and qualify a robust pipeline of new business opportunities through cold-calling, networking, industry events, social selling, and leveraging existing professional networks.
• Executive Engagement: Establish and cultivate relationships with C-level and senior decision-makers (IT, Product, Digital Transformation) within target enterprise organizations to understand their complex business challenges.
• Complex Solution Selling: Articulate the nuanced value proposition of our CPaaS/SaaS solutions, demonstrating a deep understanding of how our technology integrates into and addresses complex, multi-faceted enterprise communication or business workflows.
• Deal Ownership & Negotiation: Lead the entire new logo sales cycle, including detailed discovery, tailored solution presentation, negotiation, and contract closure, consistently meeting or exceeding quarterly and annual revenue quotas.
• Strategic Go-to-Market: Collaborate closely with Marketing to refine account-based strategies and with Product Management to provide critical market feedback on competitor activity, product needs, and pricing to better position the company for wins.
• Forecasting and Reporting: Maintain impeccable pipeline hygiene, accurate forecasting, and detailed reporting within the CRM (e.g., Salesforce) for all new business activities.

What you will bring:

We are looking for a proven, high-achieving sales leader with specific domain expertise and an undeniable drive to win.

• Enterprise Hunting Experience: Strong and progressive experience in Enterprise Sales or Business Development, with a verifiable track record of personally winning and closing Net New Logos within the Fortune 500 space.
• Domain Expertise: Extensive, successful selling experience in either CPaaS (e.g., APIs for SMS, Voice, Video, Messaging) or complex B2B Enterprise SaaS solutions (e.g., MarTech, FinTech, Contact Center).
• Track Record: Proven ability to close complex, multi-year, multi-million dollar deals with large enterprise clients, navigating sales cycles of six months or longer.
• Sales Mastery: Expert-level command of recognized enterprise sales methodologies (e.g., MEDDPICC, Challenger Sale, Solution Selling) and exceptional ability to create business justification and ROI models.
• C-Suite Communication: Outstanding communication, negotiation, and presentation skills, with the gravitas and polish to influence stakeholders at the highest levels of large organizations.
• People Leadership: Experience leading a small team of Business Development Managers, driving strong focus on outcomes and building the new logo business
• Education: Bachelor’s degree in Business or a related field; an MBA or relevant advanced degree is a plus.

• Company Bonus or Commission Structure (depending on the role)
• Medical, Dental, and Vision Coverage Options
• 401(k) Savings Plan
• Company-Paid Basic Life and AD&D Insurance
• Short-Term Disability (STD)
• Long-Term Disability (LTD)
• Maternity/Parental Leave
• Flexible Spending Accounts (FSA)
• Health Savings Account (HSA)
• Employee Support Program (EAP)
• Voluntary Supplemental Insurance
• Lifestyle Benefits
• Volunteer Time Off (VTO)
• Tuition Reimbursement - available for select positions; full details will be shared during the interview process

This role would be part of our Commission Compensation structure and overall compensation would be based on 50/50 split.

Disclaimer: The posted range represents the good faith salary for this role at the time of posting. Final compensation is determined by factors including (but not limited to) geographic location, relevant experience, specific skill sets, and internal equity.