Sales Director | SME & Corporate

Job description

We are looking for an experienced Sales Director to lead our SME and Corporate Sales organization and play a key role in Autenti's next stage of growth. This is more than a sales leadership position. We are looking for someone who will build a high-performing commercial organization, develop future sales leaders, drive predictable revenue growth, and continuously improve the way we sell. The successful candidate will be responsible for delivering revenue targets while shaping sales strategy, implementing scalable processes, leveraging AI-powered sales tools, and working closely with Product, Marketing, Customer Success and RevOps. Key Responsibilities: Revenue Ownership Own quarterly and annual revenue targets for the SME and Corporate business. Deliver predictable sales performance, pipeline growth and forecast accuracy. Drive new customer acquisition while maximizing expansion opportunities within the existing customer base. Sales Leadership Lead, inspire and develop Sales Managers, Hunters and Farmers. Recruit, onboard and retain top sales talent. Build a high-performance culture based on accountability, coaching and continuous development. Conduct regular performance reviews and succession planning. Sales Excellence Continuously improve the Sales Operating Model across all teams. Standardize sales processes, qualification methodology, demo standards and pipeline governance. Ensure CRM discipline and high-quality sales execution. Create and drive the adoption of Sales Playbooks and best practices. Commercial Performance Improve conversion rates across the entire sales funnel. Increase sales productivity and revenue per Sales FTE. Reduce sales cycle length. Improve forecast accuracy. Monitor key commercial KPIs and implement corrective actions when needed. Customer Growth Develop strategies for customer retention, expansion and cross-sell. Ensure strong collaboration between Hunters, Farmers, Customer Success and Marketing. Build long-term customer value while improving customer experience. AI & Sales Innovation Drive adoption of AI-powered sales tools and automation. Increase sales productivity by eliminating manual work. Identify opportunities for process automation and continuous improvement. Cooperate with AI and RevOps teams on implementing new technologies. Cross-functional Leadership Partner with Marketing to improve lead generation and conversion. Partner with Product to bring customer feedback into product development. Partner with RevOps and Finance to improve reporting, forecasting and commercial insights. Support Go-to-Market initiatives for new products and strategic launches. Successfully implement new sales processes, incentive programs and operating models. Who are we looking for? 7+ years of experience leading B2B SaaS sales organizations. Proven track record of owning significant revenue targets and consistently delivering business results. Experience leading both New Business and Account Management organizations. Strong coaching and people leadership skills. Experience building and scaling high-performing sales teams. Deep understanding of subscription business models (ARR, MRR, NRR, Churn, CAC, LTV). Experience implementing Sales Operating Models, sales methodologies and CRM governance. Strong analytical skills and experience using HubSpot (or Salesforce) together with BI tools. Experience working closely with RevOps, Marketing and Product teams. Demonstrated expertise in leading organizational transformation and change management initiatives. Practical experience using AI and automation to improve sales effectiveness is a strong advantage. Excellent communication, negotiation and stakeholder management skills. Fluency in both Polish and English (C1/C2 level), with excellent verbal and written communication skills. What we offer? Opportunity to shape the future of the Sales organization in a fast-growing B2B SaaS company. High level of ownership and autonomy in defining sales strategy, operating model and commercial execution. Close collaboration with the Board and the Executive Team. Access to AI-powered sales tools that support productivity and data-driven decision-making. Flexible work model plus private healthcare, sport card and wellbeing platform. * In accordance with pay transparency regulations, candidates will be informed of the salary range at the first stage of the recruitment process, before being invited to an interview. Autenti is a multi-product trust services platform combining company and identity verification, electronic signatures, and electronic delivery - covering the full digital trust chain in a single ecosystem. We are the leading e-signature provider in Poland and one of the most comprehensive trust service platforms in the EU, compliant with eIDAS 2.0. We serve businesses across all segments - from SMEs to large enterprise clients in regulated industries including finance, HR, legal, life sciences, and healthcare - through multiple sales models: self-serve e-commerce, partnerships, and direct sales. We're a fast-growing scale-up, recognised three years in a row in the Financial Times FT1000 ranking of Europe's fastest-growing companies.