Director, Premier Account Executive

Role overview

Omilia is seeking a Director, Premier Account Executive to lead a team of account executives focused on generating new business and growing existing Mid-Market accounts across North America. The position centers on turning Omilia’s market strategy into measurable pipeline and closed revenue in the premier segment, with a strong emphasis on large organizations in banking, healthcare, utilities, and insurance that want to improve customer experience through conversational AI. This leader will own the team’s full sales-cycle execution, develop talent, and ensure disciplined delivery of the company’s go-to-market plan at a highly strategic level.

What this role is accountable for

• Deliver the North American Premier segment ARR target, including new logo wins, expansion, cross-sell, and renewals across the team’s book of business.
• Break annual goals into quarterly and monthly targets for each AE, monitor pipeline coverage weekly, and step in quickly when performance slips.
• Provide the NA VP of Premier Sales with a clear, evidence-based forecast each quarter with no surprises.
• Shape the team structure, hiring approach, onboarding, coaching, development, and performance management for the Premier AE group.
• Build and maintain a succession pipeline so the team can absorb attrition without a capability gap.
• Own the North American Premier go-to-market strategy, including account segmentation, territory design, vertical prioritization, and alignment with Marketing demand generation.
• Act as executive sponsor for strategic new business, expansion, and renewal opportunities, including negotiations and escalation management.
• Maintain at least 5x quota pipeline coverage and enforce strict MEDDIC/MEDDPICC qualification discipline.
• Partner across PreSales, Customer Success, Marketing, Product, Legal, and Finance to keep major opportunities moving and internally aligned.
• Stay current on the North American enterprise CX and contact center market, buyer behavior, regulatory drivers, and competitive activity.
• Protect commercial quality by ensuring pricing, discounting, and contract terms stay within approved standards and are reviewed appropriately.
• Promote Omilia’s values and help create a high-performance, inclusive, and psychologically safe sales environment.

Key responsibilities

• Run structured weekly 1:1 meetings with each Premier AE focused on deal strategy, stakeholder mapping, objection handling, and skill growth.
• Lead weekly pipeline reviews and bi-weekly forecast calls using MEDDIC/MEDDPICC as the shared qualification framework.
• Own hiring for Premier AE roles from role definition and sourcing through interviews, assessments, references, and offer negotiation.
• Create and improve a structured onboarding program, including a 30-60-90 day plan covering Omilia’s platform, target industries, buyer personas, methodology, competition, and internal processes.
• Maintain individual development plans and conduct formal quarterly reviews, using performance improvement plans when needed.
• Engage directly with C-suite and VP stakeholders in the most important opportunities, including executive briefings, ROI discussions, proof-of-concept governance, and commercial negotiations.
• Build and manage named strategic target accounts that require senior-level cultivation over a 6–12 month horizon.
• Work with Marketing on segment-specific demand generation such as ABM campaigns, executive events, digital outreach, and content alignment.
• Partner with PreSales and Solutions Consulting to ensure demos, solution design, and business cases match the prospect’s environment and goals.
• Oversee post-sale handoff to Customer Success within 14 days of signature and remain involved as executive sponsor during the first 6 months after close.
• Provide a written weekly forecast report covering commit, best-case, total pipeline, deal updates, risks, and escalation needs.
• Track and report on leading and lagging indicators such as pipeline coverage, average deal size, sales cycle, win rate, quota attainment, and forecast accuracy.
• Keep competitive intelligence current and ensure battle cards and objection guides are actively used by the team.
• Represent the Premier sales organization in QBRs, product roadmap discussions, pricing reviews, and GTM planning forums.

Candidate profile

Successful candidates will bring B2B sales experience in complex SaaS or technology environments, particularly with regulated industries and enterprise CX or contact center solutions. The role calls for strong coaching ability, consultative and value-based selling skills, confidence with senior executives, and disciplined CRM and forecasting habits.

Requirements

• At least 2 years of B2B sales experience is preferred.
• Proven success consistently meeting or exceeding revenue goals in a multi-stakeholder SaaS or technology sales setting.
• Background selling to organizations of up to 5,000 employees in regulated sectors such as banking, insurance, healthcare, or utilities.
• Solid understanding of enterprise CX technology, contact center operations, or CCaaS/CPaaS markets.
• Ability to coach account executives using consultative, value-based, and MEDDIC/MEDDPICC-style methods.
• Strong executive presence and comfort engaging C-suite and VP-level buyers.
• Working knowledge of CRM systems, especially Salesforce, with strong forecast management discipline.
• Good fit with Omilia’s team-oriented and values-driven culture.

Preferred qualifications

• Experience selling conversational AI, virtual assistant, or NLU/NLP solutions.
• Familiarity with Omilia’s products, including OCP, miniApps, Diamant, Pathfinder, and Agentic Self-Learning.
• Knowledge of enterprise compliance and security standards such as PCI-DSS, HIPAA, SOC 2, and ISO 27001.
• MBA or another advanced degree.
• Multilingual ability; Spanish is a plus for Latin American enterprise coverage.

Omilia note

• Contribute actively and effectively as part of the wider team.
• Represent Omilia professionally and consistently in all interactions.

Additional information

This is a contract role based onsite in the United States. No salary, stipend, number of openings, start date, or application deadline was provided in the source.