Director, Sales (Los Angeles)
联合是最大的 B2BAI 原生公司之一。经过数十年来验证，量身化和为企业设计。该公司在多个行业垂直领域推动商业成果，并实现了最大的全球部署。联合将人工智能注入于影响客户的企业每一个部分中。我们提供唯一以客户为中心的多模式架构，结合生成人工智能，知识人工智能 (Knowledge AI),情感人工智能،工作流程自动化和辅助飞行员来指导你。我们比任何人更了解如何捕获语音，视频和文字以及如何分析所有类型数据。随着人工智能变得越来越强大，对客户的影响的企业每个部分都会受到破坏。我们相信未来将基于人，机器和数据之间的连接组织：所有这些都在为客户和员工创造最具人类性的流程和体验服务。职位描述：关于角色拥有并发展 Uniphore 最大的企业关系之一 - 一个全球保险部门账户具有复杂的多部门运营。作为销售总监，你将是该直接企业客户的主要接触点，深化了 Uniphore 的 AI 平台在其整个组织中采用，通过更新，上市和交叉销售扩大帐户 - 由咨询，基于结果的账户管理驱动。·拥有和发展旗舰战略保险，扩大关系和跨新业务领域的足迹 ·为账户构建并执行多年帐户策略 （管理 ARR$1M-$30M+）·拥有整个账户生命周期从上网到采用，通过更新，扩张和谈判 ·通过升级，交叉销售和白色空间识别每年提供2亿美元4百万美元的 ARR 扩展 ·开发持续获得高管/董事会层次赞助的 ROI 驱动商业评价 (BRQs) 团队 （解决方案工程，客户成功，产品，法律）组织作为账户 CEO · 追踪采用，使用和产品趋势以实现扩张机会并防范损风险 ·通过 Salesforce 资格保持准确的预测和账户内管道可见性 ·经过企业 SaaS/技术帐户10年以上经验证明成功管理和扩大保险行业复杂高价值企业账户，包括具有重要的商业规模和多个行业的旗舰客户。
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Uniphore is one of the largest B2B AI-native companies—decades-proven, built-for-scale and designed for the enterprise. The company drives business outcomes, across multiple industry verticals, and enables the largest global deployments.
Uniphore infuses AI into every part of the enterprise that impacts the customer. We deliver the only multimodal architecture centered on customers that combines Generative AI, Knowledge AI, Emotion AI, workflow automation and a co-pilot to guide you. We understand better than anyone how to capture voice, video and text and how to analyze all types of data.
As AI becomes more powerful, every part of the enterprise that impacts the customer will be disrupted. We believe the future will run on the connective tissue between people, machines and data: all in the service of creating the most human processes and experiences for customers and employees.
Job Description:
About the Role
Own and grow one of Uniphore's largest enterprise relationships - a global Insurance sector account with complex, multi-division operations. As Sales Director, you'll be the primary point of contact for this direct enterprise customer, deepening adoption of Uniphore's AI platform across their organization and expanding the account through renewals, upsell, and cross-sell - driven by consultative, outcome-based account management.
Responsibilities
- Own and grow a flagship strategic insurance, expanding the relationship and footprint across new lines of business
- Build and execute a multi-year account strategy for the account (managed ARR $1M-$30M+)
- Own the full account lifecycle — from onboarding and adoption through renewal, expansion, and negotiation
- Deliver $2M–$4M in expansion ARR annually through upsell, cross-sell, and whitespace identification
- Develop ROI-driven business reviews (QBRs) that earn continued executive/board-level sponsorship
- Orchestrate cross-functional teams (Solutions Engineering, Customer Success, Product, Legal) as the “CEO of the account”
- Track adoption, usage, and product trends to surface expansion opportunities and defend against churn risk
- Maintain accurate forecasting and pipeline visibility within the account through Salesforce
Qualifications
- Proven success managing and expanding complex, high-value enterprise accounts in the insurance industry, including flagship customers with significant commercial scale and multiple lines of business.
- 10+ years in enterprise SaaS/technology account management or sales, with consistent quota/retention attainment
- 5+ years managing C-suite relationships in F500/G2000 accounts
- Track record of growing accounts to $2M+ ACV / $10M+ TCV through renewals and expansion (not net-new acquisition)
- Experience in AI/ML, SaaS, cloud, or data platforms; ideally within Insurance
- Mastery of MEDDPICC, Challenger, or Command the Message applied to account expansion motions
- Bachelor's degree; Salesforce proficiency
- Based in or willing to relocate to Los Angeles, CA; willingness to travel as needed to support the account on-site
Nice to Have
Existing C-suite relationships in target technology, experience with partners like AWS, Snowflake, or Databricks, and a proven land-and-expand playbook.
Hiring Range: $289,600 - $398,200 OTE (50% base salary / 50% variable compensation). Actual compensation will be determined based on factors including skills, experience, qualifications, and location.
Hiring Pay Range:
$289,600 - $398,200 - for Primary Location of USA - CA - Los Angeles - RemoteBenefits:
In addition to competitive base pay, this position also includes an annual incentive opportunity based on target achievement, pre-IPO stock options, benefits including medical, dental, vision, 401(k) with a match, and more, plus generous paid time off, paid holidays, paid day off for your birthday and other paid leave policies to support employees through all phases of life.
Location preference:
USA - CA - Los Angeles - RemoteUniphore is an equal opportunity employer committed to diversity in the workplace. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, disability, veteran status, and other protected characteristics.
For more information on how Uniphore uses AI to unify—and humanize—every enterprise experience, please visit www.uniphore.com.
Originally posted on Himalayas