Note: The job is a remote job and is open to candidates in USA. Mechanical Orchard builds Imogen, a mainframe modernization platform for rewriting critical business applications. The Sales Director will own the commercial relationship for a portfolio of enterprise accounts, leading complex sales cycles and building relationships with senior business and technical buyers.
Responsibilities
- Own a portfolio of enterprise accounts and a revenue number, from pipeline generation through close and expansion
- Lead long, complex, multi-stakeholder sales cycles, building consensus across business and technical buyers up to the C-suite
- Develop account strategies that map customer modernization priorities to Imogen's capabilities and our partner ecosystem
- Partner closely with Delivery and Sales Engineering leadership on scoping, delivery planning, and expansion, ensuring what you sell is what we can deliver
- Build and maintain trusted relationships with senior executives, navigating high-stakes conversations and tradeoffs
- Run a disciplined, well-forecasted pipeline, and communicate risk and progress honestly to internal leadership
- Work with system integration partners to structure deals that set engagements up for durable, partner-led execution
- Represent Mechanical Orchard credibly in technical and business conversations, and bring field insight back to inform product and go-to-market strategy
Skills
- A track record of closing complex, high-value enterprise deals with long sales cycles and multiple stakeholders
- Experience selling technical or platform products to senior technical buyers (CIO, CTO, VP Engineering)
- The ability to build credibility in technical conversations without overpromising
- Strong consultative selling skills—you diagnose before you pitch, and you sell outcomes rather than features
- Disciplined pipeline management and accurate forecasting
- Comfort operating in ambiguity, in a category where the buyer may not yet believe the problem is solvable
- Excellent communication and executive presence across seniority levels
- Experience in enterprise modernization, mainframe, or legacy systems
- Experience selling alongside delivery teams or system integrators
- Familiarity with consumption- or outcome-based commercial models
Company Overview