As Senior Director, Sales (AE & AM), you will lead our London-based organisation responsible for New Business, Renewals, and Expansion across a critical revenue segment. This role is focused on delivering predictable revenue performance, strengthening pipeline and forecasting discipline, and ensuring customers realise clear, measurable value from Cognism.

Reporting into the Revenue organisation, you will drive accountability, execution standards, and operational rigour across the Sales function, reinforcing a culture grounded in ownership, performance, and customer impact.

Key Responsibilities

Leadership & Execution

• Lead New Business and Account Management teams through a clear operating rhythm, including pipeline inspection, commit reviews, renewal readiness, and performance coaching

• Drive consistent execution standards across opportunity creation, conversion, renewal, and expansion

• Translate company priorities into focused, measurable actions for managers and teams

• Lead from the front in key customer conversations, modelling strong discovery, value articulation, and commercial judgement

Revenue Delivery & Performance

• Deliver against New ARR, Gross Dollar Retention, and Expansion targets
  nspect pipeline health, quality, and coverage to maintain predictability and early risk identification

• Apply a Data → Insight → Action approach to diagnose performance gaps and drive corrective action

• Partner with executive stakeholders to support high-value deals and mitigate renewal risk

Cross-Functional Collaboration

• Partner closely with SDR, Marketing, RevOps, Product, Data, and Customer Success to align execution and customer outcomes

• Reinforce pricing, process, and forecasting discipline

• Contribute to the evolution of playbooks, operating models, and execution frameworks

People & Culture

• Coach, develop, and elevate managers and high-potential talent

• Build a culture grounded in accountability, ownership, and performance

• Act as a force multiplier for execution quality, focus, and standards

Key Requirements

• 7+ years in B2B SaaS or high-growth commercial environments

• Demonstrated success leading managers across New Business, Expansion, or Account Management motions

• Strong command of pipeline management, forecasting principles, and revenue mechanics

• Evidence of high ownership, pace, and bias for action

• Comfortable operating cross-functionally in a scaling organisation

• Fluent in Salesforce and modern GTM tooling (e.g., Gong, Outreach, LinkedIn Sales Navigator)

Critical Capabilities at Cognism

To be successful at Cognism, leaders in this role are expected to consistently demonstrate the following capabilities:

• Operational Rigour: Applies disciplined execution, strong ownership, and consistent follow-through to ensure plans translate into reliable outcomes and predictable performance.

• Product & Market Awareness: Demonstrates a clear understanding of Cognism’s products, customers, and market context to communicate value effectively and support confident commercial decision-making.

• Business Acumen: Connects strategy, planning, and commercial thinking to drive impact, manage risk, and prioritise effectively across revenue motions and customer scenarios.

• Communication: Communicates with clarity and intent, adapting style and message to influence outcomes, drive alignment, and maintain shared understanding across teams and stakeholders.

Success Profile

This role is well suited to leaders who:

• Are motivated by building, improving, and scaling rather than maintaining

• Combine commercial thinking with strong execution discipline

• Thrive in fast-moving, evolving environments

• Aspire to broader executive leadership scope over time