Director, Sales (Los Angeles)
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About this role
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:
Benefits:
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:
Uniphore 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.
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