Senior Sales Director

Description

*******Required to be considered*********

We are using Predictive Index in our hiring practices, please use this link to take the two PI assessments:

https://assessment.predictiveindex.com/bo/Qb7/SeniorDirectorofSales_Oct2026_163755

East Daley Analytics is a fast-paced leading provider of North American energy infrastructure and commodity market insights, offering data-driven solutions to help clients navigate investment decisions, M&A transactions, and financial market opportunities.

Our Mission: We move the market. We are sitting with the biggest decision makers in the sector. We are quoted in the Wall Street Journal and Financial Times. We deliver information, knowledge, and wisdom that shapes real decisions for the most influential leaders in energy and finance and we do it with speed, rigor, and conviction.

East Daley is looking for a growth-minded sales leader to build and lead a high-performing commercial team that drives growth across four functions: account prospecting, account management, sales operations, and strategic account development. Reporting to the Chief Commercial Officer, this person will own the outcomes of all four functions, hiring and developing strong leaders and sellers to run them.

This role is centered on growth. The Senior Sales Director will set an ambitious growth agenda, lead the team into new segments, accounts, and buying centers, and hold every function accountable for meeting and exceeding plan.

A central priority will be revenue growth within strategic accounts. Working with the Chief Commercial Officer, Product, and Advisory, the Senior Sales Director will direct the team to deepen relationships with our largest clients, expand subscriptions and data products across buying centers, and protect and grow recurring revenue.

The ideal candidate is a proven B2B sales leader, ideally from data, analytics, research, or information services, who has built and scaled high-performing commercial teams and consistently driven revenue growth above plan. They bring a strong drive for new business, a bias for action, executive presence, a high-standards, coaching-first leadership style, sound judgment on talent, and a working understanding of the oil and gas value chain and how producers, midstream operators, traders, and investors buy market intelligence.

Success in this role will be measured first by revenue growth: new bookings, expansion revenue within strategic accounts, and net revenue retention. It will also be measured by pipeline generation and coverage, forecast accuracy, and the strength of the team the Senior Sales Director builds, including the quality of hires, retention of top performers, and the share of the team performing at or above plan. 

Requirements

Key Responsibilities:

Building & Leading the Commercial Team

• Build, lead, and develop a high-performing commercial team across account prospecting, account management, and sales operations, hiring strong leaders and sellers and strengthening talent where needed.

• Own outcomes across all four functions through the team: set clear goals, delegate execution, and hold leaders and individual contributors accountable for results.

• Set a high bar for performance and model a culture of transparency, urgency, accountability, and a “play to win” ethos.

Revenue Growth & Pipeline Generation

• Set an ambitious growth agenda and own the annual sales plan, leading the team into new segments, accounts, and buying centers across energy and financial markets.

• Hold the account prospecting team accountable for pipeline generation and conversion, partnering with Marketing on campaigns, events, and demand generation.

• Step in personally on the largest, most strategic pursuits where senior involvement changes the outcome, while building the team’s ability to win without the Senior Sales Director in the room.

• Partner with Product and Marketing on go-to-market for new data products, including positioning, packaging, pricing, and launch.

Strategic Account Development

• Own strategic account outcomes, aligning Sales, Account Management, Product, Marketing, and Advisory around one account strategy.

• Ensure the team builds and executes strategic account plans covering relationship maps, executive sponsors, whitespace, renewal risk, and expansion targets.

• Set clear cross-sell and upsell goals across buying centers, and engage senior client executives personally where it accelerates growth.

Account Management & Retention

• Own retention and expansion outcomes, including gross renewal rate, net revenue retention, and expansion revenue, delivered through the account management team.

• Hold the team accountable for reducing churn and growing recurring revenue, with early visibility into renewal risk and expansion opportunities across the client base.

Sales Operations

• Own the outcomes of sales operations, including pipeline visibility, forecast accuracy, and data quality, through the sales operations team rather than administering systems directly.

• Deliver an accurate forecast to the Chief Commercial Officer and design sales compensation with Finance and HR that rewards growth.

• Ensure the team runs a consistent sales methodology, playbooks, pricing guidelines, and deal approvals that support growth.

Education/Experience

• Bachelor’s degree required; MBA or advanced degree preferred.

• 12–15 years of progressive B2B sales experience, including at least 5 years building and leading sales and/or account management teams.

• Track record of hiring, developing, and retaining top sales talent and leaders.

• Proven track record of driving revenue growth above plan through a team, with demonstrated growth in new bookings and recurring revenue.

• Experience leading a sales operations function, with accountability for CRM, pipeline management, forecasting, and sales compensation.

• Experience leading strategic or enterprise accounts with complex, multi-stakeholder buying processes.

• Oil and gas, midstream, energy, or commodity market experience strongly preferred; experience selling data, analytics, research, or SaaS subscriptions a plus.

• Strong executive presence with the ability to engage senior energy and financial leaders.

• Advanced proficiency with Salesforce or HubSpot, Excel, and PowerPoint; experience with BI tools (e.g., Tableau, Power BI) a plus.

• Proven ability to operate with urgency, manage competing priorities, and thrive in a rapidly evolving environment.

• Demonstrated commitment to personal growth and willingness to travel up to 25–30% for client meetings and industry events.

Benefits

• Medical (with multiple plan options), Dental, and Vision Coverage with Company Contributions

• 401K with a 3% Company Match

• Flexible and Health Savings Account Options with Company Contributions

• EAP and Wellness Program

• Life and Accidental Death, Short- and Long-Term Disability Coverage

• Base salary: $175,000 – $210,000 (commensurate with experience and location)

• Variable incentive (target): $75,000 – $90,000, tied to new bookings, net revenue retention, and strategic account expansion

• On-target earnings (OTE): $250,000 – $300,000

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

East Daley Analytics is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, veteran status, genetic data, or other legally protected status.