Role Description We’re hiring a Sales Director to lead net-new enterprise acquisition within a defined U.S. region. This is a high-impact individual contributor role focused on hunting, influencing, and closing complex enterprise deals in a rapidly evolving market. You’ll work with C-suite leaders—CHROs, CLOs, CIOs—to shape workforce transformation through a skills-first strategy, helping companies close the gap between AI investment and employee readiness. This role is ideal for a self-starter who combines strategic sales execution with executive presence, excels at creating urgency in “nice-to-have” sales environments, and thrives in a fast-changing, mission-driven culture. Qualifications - Enterprise Sales Mastery: Ability to own complex, multi-stakeholder sales cycles from discovery to close, including procurement and legal navigation. - Value-Based Selling & Storytelling: Skilled in building compelling business cases that resonate with CHROs, CIOs, and other executive buyers. - Hunter Mentality: Proven success creating pipeline from a cold start in new or underpenetrated territories. - Challenger Mindset: Ability to shift customer thinking, challenge the status quo, and build consensus across stakeholder groups. - Territory Strategy & Execution: Proficiency in account segmentation, pipeline management, and quarterly planning. - Executive Communication: Confident leading high-stakes conversations and tailoring messages by audience. - Resilience & Agility: Comfortable operating in a fast-paced, constantly evolving environment with minimal hand-holding. - Sales Enablement & CRM Discipline: Familiarity with using AI tools, CRM systems (e.g., Salesforce), and forecasting methodologies to drive visibility and performance. Requirements - Generate and convert a consistent flow of qualified pipeline across your assigned US territory. - Own the entire sales process from outreach to signed contract for net-new enterprise clients. - Break into cold accounts through outbound efforts, strategic account plays, and executive influence. - Lead tailored discovery and ROI-driven solution design for senior HR and IT decision-makers. - Present Degreed’s platform in ways that resonate with executive pain points and strategic objectives. - Reframe customer thinking, build urgency, and drive consensus across siloed buying teams. - Navigate complex deal cycles including procurement, compliance, security, and legal. - Maintain high standards of CRM hygiene, forecasting accuracy, and sales documentation. - Collaborate cross-functionally with SDRs, presales, marketing, legal, and value engineering to close deals. - Develop and execute a quarterly territory plan with measurable KPIs and revenue goals. - Track deal velocity, pipeline health, and quota attainment with a focus on continuous improvement. - Leverage AI-powered tools and sales enablement best practices to improve efficiency and outcomes. Benefits - Comprehensive benefits package designed to support your well-being, growth, and success. - Diversity & Inclusion: We celebrate diverse perspectives and backgrounds, fostering an inclusive environment where everyone can thrive and contribute. - Growth Mindset: Learning is at the heart of what we do. We empower our employees to continuously develop their skills and grow their careers in alignment with their unique strengths and aspirations. - Collaboration: The best ideas come from working together. We cultivate a culture of open communication, teamwork, and shared success.

• Joint ownership of the sales cycle for Storefront Pro across a portfolio of mid-market and enterprise grocery and retail accounts, from prospecting and pipeline development through negotiation, contract close, and onboarding handoff • Design and execute account-specific selling strategies in close partnership with BD Retail, leveraging Storefront Pro's performance track record (10pp+ YoY sales growth, 65%+ platform cost offset through ad monetization) to build compelling, ROI-grounded business cases • Build trusted, multi-threaded relationships with key decision-makers and influencers across retailer digital, technology, marketing, operations, and executive functions • Develop and deliver tailored presentations and proposals that bring Storefront Pro's value proposition to life — spanning omnichannel UX, AI-powered personalization, retail media monetization via Carrot Ads, loyalty and SNAP/EBT integration, and flexible fulfillment • Lead negotiation of complex commercial agreements, partnering with Legal, Finance, and BD leadership to structure deals that are both competitive and scalable • Collaborate with Storefront Pro and Connected Stores MS&P to refine go-to-market strategy, sharpen positioning against competing platforms, and improve the end-to-end sales process • Serve as a critical feedback channel between the field and internal teams — translating retailer objections, competitive dynamics, and market signals into actionable product and GTM recommendations • Partner cross-functionally with Product, Engineering, Marketing, and Partnerships to develop custom solutions and creative deal structures for key prospects.

• Joint ownership of the sales cycle for Storefront Pro across a portfolio of mid-market and enterprise grocery and retail accounts • Design and execute account-specific selling strategies • Build trusted, multi-threaded relationships with key decision-makers • Develop and deliver tailored presentations and proposals • Lead negotiation of complex commercial agreements • Collaborate with strategic teams to refine go-to-market strategy • Serve as a critical feedback channel between the field and internal teams • Partner cross-functionally with Product, Engineering, Marketing, and Partnerships

Role Description As part of BILL’s Post Sales, Growth Activation team, you’ll lead a high-performing group that sits at the center of our GTM motion—bridging Account Executives and Customer Success Managers to turn new wins into lasting, revenue-driving customer relationships. In this Manager, Activation role, you’ll own the strategy and execution of onboarding for our upper-market customers as we transition from an S&E-only focus to a true platform team. You’ll be empowered to define a new motion, build scalable processes, and grow a culture-positive team that helps SMBs get to value quickly on BILL’s financial operations platform. Responsibilities - Lead, coach, and develop a team of 5–10 Activation reps (primarily based in Draper) to deliver exceptional onboarding experiences and hit key activation and time-to-value targets. - Define and operationalize the next-generation activation motion as we expand from S&E-only onboarding to supporting BILL’s entire upper-market customer base. - Partner closely with Sales (AEs), Customer Success (CSMs), and Product to create seamless handoffs, clear success criteria, and repeatable playbooks that drive revenue and long-term adoption. - Establish and track team performance metrics (e.g., activation rates, onboarding cycle time, early churn signals) and use data to continuously improve processes and outcomes. - Design and refine onboarding frameworks, documentation, and enablement materials to support reps through growing pains and learning curves as the motion evolves. - Champion BILL’s values by fostering a highly engaged, culture-positive team environment that embraces feedback, experimentation, and continuous learning. - Collaborate with senior GTM leaders to forecast capacity needs, inform headcount planning, and contribute to the long-term org design of the Activation function. Qualifications - 2-5 years of people management experience leading onboarding, implementation, or sales/account teams in a B2B SaaS or fintech environment. - Demonstrated success standing up or scaling a new motion or org (rather than only inheriting established processes), with a track record of building high-performing teams. - Strong cross-functional collaboration skills, especially working between Sales and Customer Success to align on handoffs, customer outcomes, and revenue goals. - Comfort using data and operational metrics to diagnose issues, prioritize improvements, and communicate clear recommendations to stakeholders. - A bachelor’s degree from an accredited university. Requirements - This role is eligible to participate in BILL’s sales incentive and equity plans. - The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits. Benefits - 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP). - HSA & FSA accounts. - Life Insurance, Long & Short-term disability coverage. - Employee Assistance Program (EAP). - 11+ Observed holidays and wellness days and flexible time off. - Employee Stock Purchase Program with employee discounts. - Wellness & Fitness initiatives. - Employee recognition and referral programs. - And much more.