Director of Sales North America

About Vista Equity Partners

Vista Equity Partners is a leading global investment firm focused exclusively on enterprise software, data, and technology-enabled businesses. With over $100B in assets under management and a portfolio of 90+ software product companies worldwide, Vista accelerates growth through operational excellence, shared expertise, and long-term partnership. In India, Vista’s presence continues to expand with 45+ portfolio companies employing more than 17,000 professionals across technology, product, customer success, and operations — reinforcing India’s strategic role as a hub of innovation and talent within the Vista ecosystem.

Through its Agentic AI Factory, Vista is embedding Generative AI across its global portfolio — enabling companies to integrate intelligent, responsible AI into products, operations, and decision-making. This initiative is strengthened through portfolio-wide learning programs, leadership workshops, and AI hackathons that foster innovation, build fluency, and accelerate practical AI adoption across teams.

About Amtech

Amtech is a leading provider of enterprise software solutions for the packaging, printing, and manufacturing industries. Our integrated systems streamline order management, production planning, scheduling, inventory, and business analytics — empowering customers to drive efficiency, reduce costs, and improve operational performance. With a strong commitment to innovation and customer success, Amtech delivers reliable technology backed by deep industry expertise.

With Vista’s investment and strategic guidance, we combine the agility of a growing technology organization with the scale, stability, and career mobility of a global software ecosystem.

Our Employee Value Proposition

At Amtech, our people are our greatest differentiator. We create an environment where you can:

Purpose

Shape the future of manufacturing and supply chain operations by delivering mission-critical enterprise software used by industry-leading organizations.

Growth

Access continuous learning, leadership development, and cross-portfolio opportunities through Vista’s global network — accelerating both technical and managerial career paths.

Culture

Work in a collaborative, transparent, and people-first environment where values, accountability, and integrity guide every decision.

Innovation

Engage with cutting-edge technologies, including AI-driven automation, and contribute to modernizing financial systems and operational processes across the business.

DIRECTOR OF SALES – NORTH AMERICA

SUMMARY

The Director of Sales – North America is a critical leadership role within Amtech’s Go-To-Market organization, responsible for driving Mid-Market new ARR growth and expansion revenue across existing customers. This leader will oversee a team of Mid-Market Account Executives and Account Managers while working in close partnership with SDRs, Solutions Engineering, Marketing, Product, Customer Success, and Revenue Operations.

This role requires a hands-on, coach-first sales leader who thrives in a dynamic, growth-oriented environment. The Director will be accountable for building a high-performing sales culture, enforcing consistent sales processes, improving pipeline quality and forecasting accuracy, and scaling repeatable new logo and expansion motions.

Success in this role requires strong SaaS sales leadership experience, comfort operating across multiple GTM functions, and the ability to balance strategic planning with day-to-day execution.

JOB DESCRIPTION

Lead & Develop the Mid-Market Sales and Account Management Teams

• Lead a ~10-person team of Mid-Market Account Executives, Account Managers, and Inside Sales resources


• Build and maintain a high-performance culture centered on coaching, accountability, and execution


• Establish consistent coaching rhythms including pipeline reviews, forecast calls, deal reviews, and call coaching (Gong)


• Hire, onboard, and ramp new sellers efficiently


• Ensure strong CRM discipline, accurate forecasting, and consistent use of the GTM tech stack (Salesforce, Gong, LinkedIn, ZoomInfo)


• Partner with RevOps on territory design, quota-setting, and annual planning

Drive Mid-Market New Logo Acquisition

• Own Mid-Market new logo pipeline and ARR targets across North America


• Ensure AEs prioritize ICP-aligned accounts, including independents, multi-industry converters, and competitive takeouts


• Oversee deal qualification, pricing strategy, close plans, and contract execution


• Improve win rates, deal size, and sales velocity through disciplined, value-based selling


• Partner closely with Solutions Engineering to deliver differentiated demos and ROI-driven proposals

Lead the Account Management Expansion Strategy

• Manage Account Managers responsible for renewals, cross-sell, add-plant expansion, and module adoption


• Implement structured whitespace expansion and solution adoption programs


• Develop and execute pricing strategies including multi-year agreements and bundled offerings


• Ensure consistent attainment of renewal and expansion targets


• Partner with Customer Success to drive onboarding, adoption, and early customer value


• Establish and maintain QBR cadence for key customers


• Leverage customer health, usage data, and adoption insights to identify expansion opportunities

Partner with Marketing, SDRs, and GTM Functions

• Activate and support ABM programs for Mid-Market ICP accounts


• Ensure sellers leverage persona-based messaging, outbound assets, and campaign content


• Align AE and AM activity to webinars, events, and marketing initiatives


• Drive high-quality follow-up on MQLs and SQLs


• Improve SDR-to-AE conversion rates through tight alignment on ICP, messaging, and sequencing


• Leverage intent data and GTM tooling to prioritize outreach and pipeline generation

Own Forecasting, Pipeline Health, and Deal Governance

• Own weekly forecasts for Mid-Market new ARR and Account Management expansion revenue


• Maintain rigorous pipeline inspection and deal qualification standards


• Coach sellers through deal strategy, pricing, and close execution


• Ensure data integrity, CRM hygiene, and consistent opportunity management


• Partner with RevOps on reporting, forecasting accuracy, and operating cadence

Cross-Functional Leadership

• Partner with Product on roadmap alignment, competitive positioning, and messaging


• Align with Customer Success and Implementation to ensure a seamless customer lifecycle


• Collaborate with RevOps on analytics, planning, and operational rigor across GTM

SKILLS & QUALIFICATIONS

• 7+ years of SaaS sales experience, with 3+ years leading Mid-Market AEs and/or Account Managers


• Strong preference for ERP, MES, or manufacturing technology experience


• Packaging industry experience is a strong plus


• Proven ability to drive both new ARR and expansion revenue


• Deep experience with forecasting, pipeline management, and sales operating cadences


• Familiarity with modern GTM tooling including Salesforce, Gong, ZoomInfo, and intent platforms


• Exceptional coaching, communication, and leadership skills