Director, Enterprise Sales

ABOUT THE ROLE

Senior outbound hunter. Net-new enterprise revenue. Full cycle.

You will target Fortune 1000 brands with established dealer or distributor networks. You will live on the phone, in the inbox, and at the right industry events. You will build a book of business from cold and own it through close.

If you have not personally generated pipeline from cold to closed in the last 12 months, this is not for you.

Channel Fusion has run channel marketing programs for enterprise clients for over 25 years. We are in mid-transition from a services company to a product-led, AI-fueled platform business. The right hunter joins right now, while the platform is fresh and the field is still wide open.

What you’ll walk into:

• A proven services portfolio with named enterprise logos and live case studies.
• An emerging product platform (EngageHQ) with AI-enabled channel analytics competitors do not have yet.
• A lean leadership team actively rebuilding GTM around outbound and platform monetization.
• Enterprise AI rolled out across the company, with internal sales agents purpose-built for prospect research, deal acceleration, and tailored response generation.

You’re not joining a sleep mid-market shop. You are joining a real channel marketing infrastructure company at the exact moment it begins a new phase of hockey stick growth.

WHAT YOU OWN

• Outbound Net-New Revenue. You build the pipeline. Prospecting, multichannel outreach, intent-driven targeting, conference work, executive networking, and partnership-sourced opportunities. The current outbound motion is light. You will define it.
• Full Sales Cycle. First touch to signed MSA. Discovery, demo, proposal, pricing, procurement, legal.Target ACV $200K to $500K. Target cycle reduction to six to nine months.Multi-year contracts preferred.
• Forecast Discipline. HubSpot is the source of truth. Weekly pipeline reviews. Accurate stage progression. No happy ears.
• Solutions Mapping. You match the right Engage modules and services to the prospect’s actual problem. You do not pitch the catalog. You diagnose, prescribe, and be client advocate until handover.
• Industry Coverage. Primary verticals: automotive OEMS, powersports, insurance carriers, industrial manufacturing, construction materials, and other F1000 brands with established dealer or distributor networks.
• Competitive Positioning. You know the channel marketing and MarTech landscape cold. You know where Channel Fusion wins, where we differentiate, and where we walk.

WHAT YOU DO NOT OWN

This is a focused hunter role. Scope clarity matters.

• Inbound Demand. The Director of Sales & Marketing owns inbound. You own outbound. Clean split, no overlap.
• RFP Responses. The Director of Sales & Marketing owns the RFP process. You contribute deal context, pricing input, prospect intel, and live in the room on your accounts. You do not write the RFP but will contribute to shaping every response.
• Marketing. The Director of Sales & Marketing owns marketing strategy, content, and campaigns. You deploy what marketing produces. You do not run plans in parallel.
• Account Management Post-Close – Transitioned to Customer Success at contract execution.
• Product Roadmap Decisions – Owned by Product and Technology Solutions leadership.
• Delivery Execution – Owned by the Direct or Technology Solutions and delivery teams.
• Marketing content creation – Marketing own campaign assets and collateral, you deploy them.

WHAT YOU BRING

Required:

• 7+ Years of B2B enterprise sales experience with a consistent record of net-new accounts at $200K + ACV.
• Fluency in channel marketing language: Co-Op, SPIFF, rebates, dealer incentive programs, program enablement, through-channel marketing automation.
• Demonstrated outbound prospecting. You have built million-dollar pipeline from nothing. You can prove it, and you can build it, and you can scale it.
• Track record selling technology-enabled solutions as the core offer, not as a supporting element.
• Existing relationships at the VP Channel Marketing, CMO, or Channel Operations level inside Fortune 1000 brands.
• Procurement and legal experience inside large enterprise: MSA negotiation, SOW creation, security review, client handoff.
• Comfort using AI tools daily for research, personalization, and pipeline acceleration. Channel Fusion runs on AI. You will too.

Preferred

• Background at a Tier 1 channel marketing platform, channel agency, or through-channel marketing technology provider.
• Direct selling experience into automotive, powersports, insurance, or industrial manufacturing.
• Familiarity with HubSpot.
• Bachelor’s Degree in Business, Marketing, or related field or related field – or equivalent experience.