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About the Role
As Director, West at Rox, you will own the West theater for strategic and enterprise sales. You will hire, coach, and ramp Account Executives (AEs) who sell a new category of revenue operating system into sophisticated Go-To-Market buyers. You will stay close to the hardest deals and set the bar for pipeline generation, executive presence, and value-based selling across your territory. This is a player-coach role in a high-growth GTM organization where you will build the West team from a hiring plan, create momentum without waiting for perfect process, and partner tightly with Product, Solutions, and leadership as the company scales.
Responsibilities
- Own West theater revenue outcomes, including forecast, pipeline health, and AE attainment.
- Hire, coach, and maintain a high standard for Strategic Account Executives in the West.
- Engage in strategic deals, focusing on executive alignment, competitive positioning, and close plans.
- Develop a repeatable, outbound-heavy motion where AEs are responsible for their own pipeline generation.
- Collaborate with Product and Solutions teams to ensure field learnings influence messaging, demos, and roadmap.
- Establish a clear operating cadence, including 1:1s, deal reviews, territory plans, and hiring funnel hygiene.
- Represent Rox with clarity and urgency to candidates, customers, and internal partners.
Requirements
- Proven sales leadership experience in building and coaching enterprise or strategic AE teams.
- Background as a strong individual contributor closer, with experience in value-based, consultative deals ranging from $100K to $2M+.
- Demonstrated playbook depth in organizations utilizing methodologies like Command of the Message, Challenger, MEDDPICC, or equivalent value-selling frameworks.
- Track record of hiring top talent and raising team standards, not just managing existing headcount.
- Comfort operating in early-stage ambiguity; experience in teams under approximately 150 people is a plus.
- Executive presence with CIOs, CROs, and other business leaders; possess hunter DNA.
- High learning velocity, coachability, and a strong commitment to sales craft.
Skills
- Sales Leadership
- Enterprise Sales
- Strategic Sales
- Account Executive Coaching
- Pipeline Generation
- Executive Presence
- Value-Based Selling
- Consultative Selling
- Hiring
- Team Building
- Forecasting
- Deal Strategy
- Outbound Sales
- Product Collaboration
- Solutions Collaboration
- Messaging Development
- Demo Development
- Roadmap Influence
- Operating Cadence
- 1:1 Meetings
- Deal Reviews
- Territory Planning
- Hiring Funnel Management
- Candidate Representation
- Customer Representation
- Internal Partner Collaboration
- Command of the Message
- Challenger Sale
- MEDDPICC
- Hunter Mentality
Location
- West (US)
- San Francisco / West Coast
Work Type
- Hybrid
- Travel
Experience Level
- Director
- Player-Coach
Benefits
- Competitive pay
- Considerable equity upside
- Health insurance
About the Company
- Rox's platform empowers people to do their best work by using autonomous revenue agents to handle manual tasks, allowing sellers to focus on selling.
- The company is reimagining the revenue stack by building the world's first revenue operating system, from the application layer to the system of context.
- Rox enables humans to evolve into orchestrators while agents manage the end-to-end customer lifecycle.
- Rox serves Global 2000 leaders in banking, hardware, construction, and sovereign AI, including companies like Ramp and Cognition.
- The company is backed by $50M in funding from investors such as Sequoia, General Catalyst, Google Ventures, Elad Gil, and Chris Ré.
- Core principles include TASTE (crafting beautiful experiences), OBSESSION (unreasonable commitment), and ACTION (getting things done).
Equal Opportunity
- Rox is an equal opportunity employer. We evaluate candidates without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.