Senior Director, SMB Sales Americas

Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.

The SMB Americas team is a high-velocity, acquisition-focused segment critical to Druva's growth. This team drives net-new logo acquisition across the United States and Canada while managing a portfolio of retained customers to ensure long-term success and expansion.

Role Purpose & Impact

We are seeking a Senior Director, Sales to amplify our Commercial Sales capabilities and support Druva’s growth trajectory. This leader will be responsible for leading Druva’s SMB Acquisition business across the United States and Canada. Your efforts will directly contribute to revenue growth, customer satisfaction, and service excellence.

You will report to the VP of Commercial Sales and be a critical partner to leadership, collaborating with cross-functional teams to drive strategy, execution, and process excellence. Your primary mission is to oversee a team of Account Executives focused on net-new logo acquisition, expanding Druva’s footprint, and accelerating growth in one of the company’s highest-velocity segments.

What You’ll Do

• Lead, coach, and develop a team of SMB Account Executives focused primarily on acquiring new customers across the US and Canada.
• Exceed quarterly and annual net-new revenue goals by driving disciplined pipeline generation, qualification, and deal execution.
• Manage the rhythm of the business: weekly 1:1s, pipeline reviews, forecast calls, team trainings, and performance management to ensure continuous improvement and predictable outcomes.
• Own pipeline creation strategy, partnering with Marketing, BDR, Channel, and GTM teams to ensure consistent top-of-funnel activity and healthy coverage.
• Support AE deal cycles by removing roadblocks, strategizing competitive positioning, and enabling multithreaded engagement with customer stakeholders.
• Oversee assigned portfolio of existing customers, ensuring strong account management, renewal success, customer satisfaction, and identification of expansion potential.
• Hire, onboard, and retain top sales talent, while managing performance and minimizing unwanted attrition.
• Establish strong territory and account plans to maximize coverage, accelerate new logo wins, and maintain strength within the existing customer base.
• Maintain a deep understanding of market dynamics, competitive landscape, and customer needs to ensure Druva remains differentiated and aligned to business value.
• Represent SMB leadership cross-functionally to ensure alignment with Operations, Finance, Legal, Product, and Customer Success.

What Makes You a Great Fit

• 3+ years of SaaS sales leadership experience, managing SMB, Commercial, or Enterprise sales teams in a high-growth environment.
• Demonstrated success building and scaling acquisition-focused teams, with consistent overachievement of quota and net-new revenue targets.
• Experience overseeing both acquisition and small existing account portfolios, ensuring strong renewal and expansion outcomes.
• Exceptional C-level and VP-level communication skills; you can influence at all levels and articulate business value clearly to both technical and non-technical audiences.
• Proven ability to recruit, develop, coach, and empower sales professionals to achieve and exceed objectives.
• Expertise in forecasting, pipeline management, territory planning, and sales methodologies (MEDDPICC, Command of the Message, Challenger, etc.).
• Strong understanding of SaaS, cloud technologies, GTM motions, and data protection value drivers.
• Ownership mindset—you are proactive, solution-oriented, and take accountability for outcomes.
• Bachelor’s degree required.

What Success Looks Like in the Senior Director, SMB Americas Role

• Consistent overachievement of net-new revenue targets for the SMB Americas segment.
• Cultivating a high-performance sales culture characterized by pipeline rigor, predictable execution, and strong team development.
• Minimizing customer churn and maximizing expansion potential within the existing retained customer portfolio.\

• Opportunity to be part of the leading SaaS data resiliency company, working on problems that matter.
• Your work will have visible impact—contribute to Druva’s growth, customer success, and internal culture.
• You’ll operate in a culture of transparency, trust, and ownership.
• Exposure to global teams, fast scaling challenges, and cross-functional collaboration.
• Excellent growth opportunities across roles, geographies, and levels as Druva scales.

The pay range for this position is expected to be between $316,000 and $421,333/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.