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 SME and Corporate, driving predictable growth through new customer acquisition, expansion and strong pipeline management. Sales Leadership: Lead and develop Sales Managers, Hunters and Farmers, recruit and retain top talent, and build a high-performance culture through coaching, accountability and succession planning. Sales Excellence: Improve the Sales Operating Model by standardizing processes, qualification, demos and pipeline governance, ensuring CRM discipline and adoption of Sales Playbooks. Commercial Performance: Improve funnel conversion, sales productivity, revenue per Sales FTE and forecast accuracy while shortening sales cycles and addressing performance gaps. Customer Growth: Drive retention, expansion and cross-sell through close collaboration between Hunters, Farmers, Customer Success and Marketing, strengthening customer value and experience. AI & Sales Innovation: Drive adoption of AI tools and automation in partnership with AI and RevOps teams to reduce manual work and improve sales productivity. Cross-functional Leadership: Partner with Marketing, Product, RevOps and Finance to strengthen lead generation, customer insights and commercial reporting, support product launches, and 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. Autenti is a European 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-service 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.