Director Premier Sales NAM

Role Purpose

The Director, Premier Account Executives leads and develops a high-performing team of Account Executives responsible for driving net-new revenue and expanding Mid-Market accounts across North America. This role exists to translate Omilia's market vision into tangible pipeline and closed revenue within the premier segment — large enterprises in banking, healthcare, utilities, and insurance seeking to transform their customer experience through conversational AI. The Director is accountable for the team's full-cycle sales performance, talent development, and the disciplined execution of Omilia's go-to-market strategy at the most strategic level of the business.

Accountabilities

Revenue ownership & target delivery: Own and deliver the North American Premier segment annual recurring revenue target in full, with accountability spanning new logo acquisition, upsell, cross-sell, and renewal performance across the team's entire book of business. Translate the annual target into quarterly and monthly sub-targets per AE, monitor attainment and pipeline coverage on a weekly cadence, and intervene decisively — through reallocation, deal support, or performance management — when trajectory deviates. Provide the NA VP of Premier Sales with a clear, evidence-based view of where the team will land each quarter, never surprises.

Team architecture & talent strategy: Accountable for the overall composition, capability, and performance of the Premier AE team. This includes defining the headcount model, leading end-to-end recruitment for open roles, structuring a rigorous onboarding programme that accelerates time-to-productivity, designing a coaching and development framework that raises the floor and ceiling of the entire team, and managing underperformance decisively and fairly. Maintain a healthy internal succession pipeline so that no single departure creates a capability gap.

Go-to-market strategy & territory governance: Define, own, and continuously refine the Premier segment go-to-market approach for North America. This includes account segmentation and tiering within Omilia's ICP (Mid-Market companies in banking, healthcare, utilities, and insurance), territory allocation across AEs, prioritisation of verticals and sub-segments by probability and deal size, and alignment of outbound coverage with Marketing's demand generation motion. Review and update the territory model each quarter in response to market data, competitive shifts, and pipeline performance.

Executive deal sponsorship & commercial leadership: Act as the senior Omilia executive sponsor on all strategic new logo pursuits, major expansion plays, and at-risk renewals within the Premier segment. Own the relationship with economic buyers and C-suite stakeholders in the most complex and highest-value opportunities. Lead or co-lead commercial negotiations, structure commercial proposals in alignment with Omilia's pricing strategy, facilitate executive business reviews, and personally manage escalations to protect deal health and outcome. Ensure no strategic deal stalls for lack of executive attention.

Pipeline health, forecast integrity & sales methodology: Maintain team pipeline at a minimum 5x quota coverage at all stages of the funnel at all times. Enforce rigorous MEDDIC/MEDDPICC qualification discipline across all AEs — no deal advances without documented evidence against each criterion. Own the accuracy of the team's weekly commit, best-case, and pipeline forecasts submitted to the NA VP of Premier Sales. Continuously assess and improve win rates, average deal size, and sales cycle length through structured deal reviews, loss analysis, and methodology coaching.

Cross-functional leadership & internal stakeholder management: Serve as the primary liaison between the Premier sales team and all supporting functions — PreSales, Customer Success, Marketing, Product, Legal, and Finance. Ensure that major opportunities are resourced appropriately and that internal stakeholders are aligned on priorities, timelines, and customer commitments. Drive a culture of mutual accountability across functions: PreSales delivers differentiated demonstrations, Customer Success prepares for handoffs proactively, and Marketing generates pipeline in the right accounts. Represent the field's voice in product roadmap, pricing, and packaging discussions.

Customer & market intelligence: Maintain deep, current knowledge of the North American enterprise CX and contact centre market — including buyer dynamics, budget cycles, regulatory drivers, and digital transformation priorities in Omilia's target verticals. Monitor the competitive landscape continuously (Nuance, Genesys, NICE, Google CCAI, Amazon Connect, and emerging players) and ensure the team is equipped with current, accurate, and compelling competitive positioning. Feed structured market and competitive intelligence back to Product, Marketing, and the NA VP of Premier Sales on a regular basis to inform roadmap and G…